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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

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 an internal workaround or their favorite vendor? Were they just seeking information to share at a planning session? The very last thing buyers seek is your solution, regardless of whether they have a need or not: they seek to solve a problem, and will purchase your solution only if their known... (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)

Just What Exactly Is Email For?

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 in... (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)