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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

Email Archiving Journal I don’t know about you, but when I get long emails my eyes go running around my head. Too many words for me to take in during a busy day when I’m sure I’m suffering from some form of ADHD as I try to multitask beyond human capability. So I ask folks to please, please, puLEASE not send me long emails. But they do anyway. And then they get mad when I don’t read them – especially when they’ve written something personal. They actually expect me to put down what I’m doing and read a one-way missive, interpret what they are meaning and feeling against how I interpret their words, then gather my own thoughts and feelings along the way that I can’t manage cuz the communication is one-way and obviously my thoughts and feelings have no credence – and then, then… then what? I can’t remember what I was thinking and feeling with each paragraph or though... (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)

Who represents Starbucks – or all companies?

After my complaints last week about a Starbucks manager refusing to exchange a defective CD, I received 3 phone calls from different customer service folks at Starbucks (one of them was the ‘entertainment’ manager, and I’m not sure what that means) apologizing and offering to send me a replacement CD. All proclaimed that the manager who wouldn’t exchange the CD was not operating from Starbucks policy (although I never quite learned what that was, so I’m not certain if indeed it wouldn’t happen again to someone else). So, thank you for making it right, Starbucks. But here is the... (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)