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Articles tagged with: assumptions

Asperger’s, Max, and Me
Monday, 11 Feb, 2019
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.

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.

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 […]