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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

People are getting confused about the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and  buying  decisions. Using a case study, let’s look at how a real buying decision happens. When I began using the terms in the 80s my meaning described a change management process to lead buyers through their non-solution/non-need-related, behind-the-scenes internal and political issues that enable all who touch the solution to buy-in. Lately I’ve noticed the terms applied to the sales end of the buying decision – that 10% of the buyer’s journey that manages the  pre-solution choice  behaviors, including  solution/vendor choice, time/money issues. In other words, sales. But let’s stop a moment: We don’t buy this way. HOW DO WE BUY? Here’s is a case study to offer an example of how we actually buy. Pretend you are the VP of Client Services of a $15 Mil... (more)

Thanks Everyone

Book Reviews Thanks Everyone! 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)

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)

Making Change Work: why is buy-in necessary and how to make it work

As the 5th installment of a 6 part series called Making Change Work, this podcast is about buy-in: what buy-in means in terms of the change management process how and when buy-in occurs why people do not buy-in how a leader can get someone who is resisting to not only buy-in but to do so happily when the change agent should begin to seek buy-in from the various stakeholder groups what skills change agents need to gain employee buy-in and how can they acquire these skills what leaders can do to programmatically embed the buy-in approach to their change management policies Listen ... (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)