The sales model does needs assessment and solution placement. It does not manage the entire sale. Buyers go inside, privately, and do whatever it is they do amongst themselves, and then…. and then… and then they either return or they go somewhere else or they do nothing. Of course we have absolutely no idea what [...]

I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions (how, when, what) so he ‘knows’ how and what they buy – and creates marketing materials positioned to address those needs and segments, the buyers still didn’t behave in a way he believes [...]

A woman from Australia recently called me on a cold call. She started by calling me  ‘Sharon.’ For those of you who know me, I refer to myself as Sharon Drew.  Folks who call me ‘Sharon’ are either making a cold call, or haven’t read my books or blogs. I have a long history with this problem, so playfully [...]

A few weeks ago, I put up a contest. I thought we’d all look at the order of activities in a sales call as I see it: including both sales and a decision navigation, to help buyers recognize and manage their behind-the-scenes, private, and internal decision issues, and then make a purchase. In other words, [...]

For the past 40 years, a debate has been ‘raging’ about the earth, the environment, and all things ‘green.’ Is there a problem? What is the evidence? What is my part? Can one person make a difference? Is there a market for ‘green’ and can I make money from it? How would I have to [...]

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