I decided to give you all of the podcasts, videos, and audio files of the
interviews I’ve done so you can kick back and enjoy some ‘easy
listening’ if you find listening easier than reading. I believe that
you’ll be able to upload many of these onto your MP3 player for when
you’re working out at the gym and need to get your mind off of the pain.
Tony Parinello Interview: Listen while long-time friends Tony and Sharon Drew
banter about sales, how buyers buy, and what to do once you’re in front of
VITO. Tony Parinello Q&A: Hear Sharon Drew and Tony take audience questions
– and hear how much fun they have as they come up with joint answers.
Maestro: With a few dozen attendees, we ran a training session in which I
lectured and did a Q&A about Buying Facilitation® and sales. It was great
fun. Brian Carroll: Brian and I speak about how decision facilitation can
help ... (more)
As of tonight, Dirty Little Secrets is #2 in the sales category on Amazon!
How exciting! I am so happy I can barely express it!
I have a lot of people to thank. The most amazing thing is that I’ve never
met most of these angels – we have met over the past months (in some cases
a year or more) over the phone!
First, and friend par excellence, is Jeff Blackwell of SalesPractice.com.
Even though we don’t know each other well, he fell in love with Buying
Facilitation and my decision facilitation model quite a while ago, believing
that Buying Facilitati... (more)
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 ... (more)
How often have you chased a prospect for weeks/months/years and then got a
How much time have you wasted that you could have used for finding prospects
who would become clients?
And how much time have you spent waiting for prospects that either never
showed up again, or who took far, far too long to close, while you sat
waiting and wondering – or worse, chasing them or reducing the price to get
them to buy because you thought they should have closed already?
Do I have your attention? Great. Let me tell you a story.
At a client site recently, as I was preparing to do real-ti... (more)
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
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)