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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers. Yet there is no difference between ‘decision makers’ and ‘influencers’. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer? If your tech group isn’t available to implement a new program until they finish current work, would the tech director be an influencer or a decision maker? If your company is going through a merger and the teams haven’t been merged yet, would the director of the groups that needed training be influencers or decision makers? If you think some of your folks need coaching, would the coachees be influencers or decision makers? See what I mean? “Decision Maker” and “Influencer” are arbitrary delineations. Until everyone who touches the final solution buys-in, and change is managed, no buying decision w... (more)

Drive Sales, Manage Change, with Eric Blumthal

Have you ever tried to change behaviors? Have you asked your sales team do something new that needs to be reinforced as they learn – and you’re not able to sit with them every hour to make sure they are doing it right? Do you know when you’re learning something if you’re getting it right – or practicing the wrong thing? As the self-avowed Queen of Change, I can uniquivocably say that there is nothing like Q to imbed, manage, and supervise change. With a learning component as well as a coaching component, Q will help your folks (or you – just in case you need to learn something n... (more)

Focusing on selling a solution limits possibility

Do you know what your prospect needs to buy? Really? Do you believe that because you can see their problem, and your solution fits, and they seem to be a prospect, that you know the best solution? I have a story to share. Years ago I was training a telemarketing group in a call center making calls on behalf of a well-known technology company. As part of my training with them, every participant did some real-time calls with me. It was 5:10 on a Friday afternoon – in Rochester NY, in December. Got the picture? Snow up to your nose, and everyone bundling up to leave for the weekend. ... (more)

Cloud-Based LeadFormix Is a Necessary Sales Enablement Tool

Highly proactive. Cloud based. Lead insight data. Convert to qualified lead. Actionable intelligence. Up-sell opportunities. Holistic overview of each site visitor. Leadformix is a wonderful tool to add to the sales technology process. They provide ’superior lead intelligence’ using their unique platform. Cool, right? Great for the new marketing initiative of bringing in good leads to the sales team. Here are a few things that Leadformix can do: Intent assess the intent of the website visitor provides a company level view which reveals where the company is in their solution pur... (more)

Developing Strategic Content

I’m going to ask you a few questions. No answers today. Just questions you may want to answer for yourselves. How will you know that the content you are providing is the appropriate content for your prospect base? What skills do you need to have in addition to the ones you already have, to ensure that the right folks find – and purchase – your solution? What do you need to do differently to ensure that the right prospects know how to differentiate you from the competition? How will you know that one strategic plan would work better than another? How do you know what level of conte... (more)