Tag Archives: Assumption

Assumption vs. Data: Busting Brand Myths with Data

by Zuzanna Pasierbinska-Wilson Follow @fattypontoonskiSeptember 25, 2016 How many times have you heard the phrase, “the devil is in the detail”? For brands and marketers, perhaps the saying should be, “the devil is in the data.” Data matters to brands and marketers – a lot. Companies analyze data to understand how their audience engages with … Continue reading Assumption vs. Data: Busting Brand Myths with Data →

Bad Assumption: The Senior Executive is the Decision Maker

Corporate Politics

by John Holland January 1, 2016January 1, 2016 When working with committees many salespeople and their managers assume that the highest-level person is the decision maker. While I believe it is important to gain access to as many committee members as possible, focusing too much on the senior executive (and potentially busiest person) may not … Continue reading Bad Assumption: The Senior Executive is the Decision Maker →

Bad Assumption #3: “I Just Compete With Vendors”

Competition

by John Holland December 23, 2015December 23, 2015 This is the third post of seven-part blog series on “Bad Assumptions” that salespeople make during the sales process. There is a tremendous advantage when a salesperson can gain access to a Key Player, take that person from latent to active need, and establish themselves as “Column … Continue reading Bad Assumption #3: “I Just Compete With Vendors” →

Bad Assumption #1: Web Site Leads = Top Line Revenue

Leads Generation

by John Holland December 13, 2015December 13, 2015 One of my favorite Mark Twain quotes is: “It ain’t what you don’t know that gets you into trouble. It’s what you know for sure that just ain’t so.” Buying behavior continues to change at warp speed. B2B vendor actions/reactions crawl at a glacial pace. It’s not … Continue reading Bad Assumption #1: Web Site Leads = Top Line Revenue →