Posted under Sales
from 1342 days ago

Why I Don’t Trust The Research is a post from: The Sales Blog | S. Anthony Iannarino

Sales research shows one part of a picture. It’s a view from a certain angle. From that angle you get a very clear picture. Of something. But not everything.

From a different view, you get a completely different picture. It’s a very clear picture too. This view is equally as compelling as the other view.

The people that did the research in both cases are good and thoughtful people. They had a hypothesis. They tested it. They discovered something useful, something worth sharing. And they shared it.

Conflicting Ideas and Insights

But the research doesn’t jive. The first picture contradicts the second picture.

Sales research is sometimes conducted by surveying sales managers. That research gives you some insight into what sales managers see, hear, and feel. It provides you with ...


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