Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

Buying Decision Teams are your real prospects. They 1. provide the consensus and change management that must be addressed before a purchase; 2. coordinate the details of a need to include each voice involved with a new solution. Without the whole Team assembled, we’re merely hoping we’ve got a prospect, regardless of how targeted our social or content marketing efforts. Comprised of any number of people – friends, colleagues, family, business partners – Buying Decision Teams offer ideas, agreement, arguments, and a forum to uncover the full complement of needs. We buy new homes and computers by asking friends (the Buying Decision Team) for recommendations; we buy new software for our company when users – technology, marketing, user groups (the Buying Decision Team) – define their critical criteria for a solution choice and agree on an implementation plan. A lone buy... (more)

CustomerThink: a company committed to collaboration

Do you want to research something - anything, almost - about business? Pretty broad query, no? Welcome to CustomerThink, a site that makes everything necessary for you to know - data made available through blog posts, white papers, articles – available to all. And all of the articles are customer-centric. Indeed, it’s a wonderous site: easy to navigate, and covers a broad range of information from technology, social media, sales and marketing,  branding, the customer experience, buying decisions. All of it is up-t0-date, intelligent, and well written. I’ve seen a lot of sites th... (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)

How do we sell if we don’t understand needs?

When people first hear about Buying Facilitation®, they ask: ‘But if we can’t ask about needs and discuss our solution, how do we sell?’ The short answer is, you don’t. At least not when you are accustomed to. Because that’s not the first thing buyers need from you. The buyer first needs assistance navigating around their off-line decision issues. See, we actually enter our buyer’s sphere far too early in their decision cycle. And we end up attempting to gather needs, understand, and place product before a buyer really knows how to have this conversation with you. The first thing... (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)