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

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.

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 […]

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 […]

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 said, […]