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The Demand Creator Blog

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Posts about

Sales Enablement (3)

Why I Don’t Give My Head of Sales A Revenue/Sales Quota

Make the number! It’s probably the three words that dominate the thinking of salespeople and executives everywhere. I’ll admit that over my career I’ve literally had dreams--and nightmares--where making the number was the central theme. (Of course, whenever this happened, I knew it was probably time to take a week off). Sales quotas (or revenue quotas) are a foundational element of the sales. For most, the only question to ask about quotas is “Where should the target revenue or new customer...

5 Steps to Design Your Pipeline to Shorten the Sales Cycle and Align Sales & Marketing

If any of these objectives are a high priority for you, read this post (if not, feel free to skip...

Is the Sales Development Process Still a Strong Strategy for Sales Growth?

Over the last decade, the hottest trend for fast-growth sales organizations is the birth and...

5 Keys to Successful Prospecting

For as long as I’ve been in sales, the bane for executives and salespeople has been finding ways to...