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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate? I’ve got the answers for you. eCompetitors is this amazing site that has me gobsmacked (did i spell that right?). It does all of the research  you could ever wish for, on 11,445 global industries and companies at the line-of-business level. That means that it checks out everything – e v e r y t h i n g – about a company that you could ever, ever need to know, and then some. Here is some of what I gleaned from playing with the site with co-owner Alan Michaels – and please forgive me here for going on and on. I was truly amazed. When you look up an industry, you get to choose whichever c... (more)

Meri Aaron Has a Video Chat with Sharon Drew

I first met Meri Aaron Walker in 2003 here in Austin, TX, at the World Future Society where I was talking aoubt Buying Facilitation®. Meri had spoken at the previous meeting about being an independent management consultant in the fast-blooming “Free Agent Nation,” and came to hear me speak; she claims she’s been a fan  ever since. Meri Aaron is known as “The Virtual Meeting Coach” and a social media evangelist, using free media and virtual meeting tools to strengthen local and distance relationships. She is also the co-author of Teamwork is An Individual Skill: Getting Your Work... (more)

Why Do We Blame Buyers?

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’ Why do we assume buyers are, um, stupid? Because it’s obvious to us they should buy. From where we stand, it seems we have THE perfect fit – the right solution at the right price, filling the right need, and the right relationship. But we consistently forget that a buyer’s problem is not an isolated event, and it sits within the ... (more)

Why is a 90% failure rate ok?

Why is a 90% failure rate ok? is a post from: Sharon Drew Morgen The sales model builds in a 90% failure rate and we expect that! We build it right into the entire system: We hire 10X more sales people to get the results we seek, we expect and get 50% longer sales cycles than we could be having, we face objections because people are responding to the sales model itself, we lose clients we shouldn’t lose. And we consider all of this de rigour. What a waste – not only for sellers, but for buyers. This doesn’t need to happen. Sales is just an incomplete model that we’ve accepted as... (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)