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The Demand Creator Blog

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Sales Enablement (2)

Why Your CRM Implementation Initiative Is Failing

Last week, I was talking with a colleague and he was telling me about yet another bungled CRM implementation a client of his was dealing with. I have to admit I laughed a bit as he shared the story.  I’ve been using CRM in one form or another since the early 1990s (ACT! for DOS for those who are wondering). I started using Salesforce.com in the early 2000s. I’ve personally used more than a dozen CRMs in my time, and that number easily goes above 20 if you count the companies that I’ve advised. ...

The 3 Jobs Content Must Perform + Your Guide to Giving Your Content A Performance Review

I had the entire client services team together this week for two days. (Check out the awesome...

The Role of Content In An Account-Based Marketing Strategy

Few things are as misunderstood as content. In many ways content, and by extension content...

Creating A High-Impact Outbound Scoreboard

If you know me at all, you know that I’m a very competitive person (some have said too competitive,...

5 Strategies to Reverse Your Sales Productivity Problem

This post originally appeared on HubSpot's Sales Blog. For more than 30 years (yikes!), I’ve been...

5 Rules to Effective Breakup Emails

If you’re in sales, there are two things you can count on: You’re going to rely on email as a core...

What Is Lead Activation

After a decade of dominance, people are beginning to doubt—seriously doubt—the validity of demand...

The Critical Role of Intent in Demand Generation, Sales and Marketing

We've been doing a lot of research over the last year into a critical part of the buying process...

New Research from SiriusDecisions is Bad News for Sales Teams - Here’s What to Do About it

A new research report from SiriusDecisions presents a pretty damning view on the state of sales...

Lead Activation Syndrome (LAS): The Ailment that is Costing You Millions $$$

Last week, I was going through some older files when I came across a standard presentation deck...