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Articles tagged with: assumptions

You think know your buyer. You don’t.
Tuesday, 3 Jun, 2014
You think know your buyer. You don’t.

Sales folks are taught to have a certain amount of curiosity. But what, exactly, are you curious about?
You have been taught to be curious about needs.

Asperger’s, Max, and Me
Tuesday, 26 Apr, 2011
Asperger’s, Max, and Me

I am addicted to the TV show Parenthood. In it, a 12-ish-year-old boy named Max has Asperger’s.

Marketing Leads: based on faulty assumptions?
Friday, 8 Oct, 2010
Marketing Leads: based on faulty assumptions?

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not address the human, private, off-line side of the buying decision journey. And it’s been said that using marketing automation offers a competitive advantage, but can it be even more productive? I believe that […]

Seeking appointments is costing you sales
Monday, 14 Jun, 2010
Seeking appointments is costing you sales

Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess:

you believe that eye-to-eye contact will give you a better chance at a relationship, i.e. they will like you, and want to buy from you;
you’ll be able to understand better what is going […]

How not to make a prospecting call
Tuesday, 27 Apr, 2010
How not to make a prospecting call

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 […]