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The Demand Creator Blog

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Sales Development (4)

[Video] Demand Creator Minute: Assess a Sales Opportunity

For me, one of the toughest judgments I have to make as a salesperson, manager or growth executive is determining when a sales opportunity is ready to close.   Push it too early and the likelihood of a sale is not only significantly lower, but the time you spend after the proposal is multiplied...taking valuable time from other pursuits. Wait too long, and you not only waste time, but you may lose the opportunity altogether. Over the years, I've developed seven go-to questions that when...

7 Attributes of an Effective Sales/Marketing Playbook

Playbooks are back! When I first got into professional sales (in the ancient days of DOS),...

5 Tips to Deliver Effective Coaching to Your Sales & Marketing Teams

Last week a friend and fellow business owner sent me an interesting article from Harvard Business...

How to Use Social Media Data to Have Better Sales Conversations

I think it’s safe to say that most sales professionals know that it is imperative to be as prepared...

5 Priorities for Every Demand Generation Executive's List in 2017

The fresh air of a new year. Anything is possible and confidence is running high. I’ve always found...

3 Criteria to Assess the Effectiveness of Your Sales Process

I was talking with a prospect a few weeks ago about his (lack of) sales process. He took exception...

[Video] What You Need To Know When Launching or Revising Your Growth Playbook

A few weeks ago I shared an article here on the Six Stages of a Successful Growth Strategy. The...

3 Reasons You Need Focus on Your Sales Development Playbook

Where has the time gone? I put my head down at the end of the 2nd quarter and suddenly it’s almost...

6 Reasons Marketing and Sales Development Should Be BFFs

Friends make life so much fun. If you’re lucky enough to have a BFF or seven, you know first hand...

How Sales Development Can Create Sales and Marketing Alignment

No matter where you go or what you read, if you are in the sales and marketing profession, you have...