Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

The buyer’s route to a purchase starts before they consider a solution. Idea stage. Fred has an idea that something needs to change. Fred discusses his idea with colleagues. Fred invites colleagues to meet and discuss the problem, bring ideas from online research, consider who to include, possible fixes, and fallout. Groups formed. Consideration stage. Group meets to discuss findings: how to fix the problem with known resources, whether to create a workaround using internal fixes or seek an external solution. Discuss the type/amount of fallout from each. Organization stage. Fred apportions responsibilities, or hands over to others. Change Management stage. Meeting to discuss options and fallout. Determine if more research is necessary (and who will do it), if all appropriate people are involved (and who to include), if all elements of the problem and solution are in... (more)

Decision Makers vs. Influencers

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 dec... (more)

What Makes A Prospect A Buyer?

A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. “Because someone contacted me, and we’ve had several discussions. In our last chat we discussed price.” SDM: What percentage of the buying decision team does your prospect represent? A: There are only 4 people on the team, so 25 per cent. SDM: Any influencers? A: I have no idea. SDM: Where is he along his buy path? Stage 3 where one person does preliminary research? Stage 8 where decision team members choose between an external resource or an internal workaround? Or Stage 11 when t... (more)

Is Your Follow Up Effective?

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you? Or where they are along their decision path – their steps from idea to consensus, from change to choice, that buyers must address – while we sit and wait, hoping they’ll close? With a focus on understanding need and placing solutions, you may have no idea what stage they are at: did you originally connect when they were first considering possibly fixing something? Or when they were comparing your solution to a... (more)

Why Buyers Aren’t Buying

You offer information well before prospects know what to do with it. You offer information well before prospects have assembled their complete buying decision team and have heard all voices to define need. You offer information well before prospects have attempted to decide between a work-around, their current vendor, or the best type of solution possible. You attempt to make an appointment before the full Buying Decision Team has been assembled and you have no idea where they are along their decision path. You are not offering to facilitate their decision journey and manage the cha... (more)