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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)

eCompetitors Gives Sales Folks What They Need. Exactly.

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)

Do You Pitch Content? Why?

Years ago I did consulting for KPMG. The group I trained sold an 8 figure solution that originally took 3 years to close (we brought it down to 4 months). One of the first things they did was to get an appointment with one of the managers (an entry point, not a real decision maker) – and then proceed to spend weeks preparing for the meeting by  developing a very, very impressive ‘pitch book.’ You might have seen those pitch books that are used in high dollar sales: large, colorful binders, huge sets of PPT material – in all, it cost (in time and materials) anywhere from a few h... (more)

Presentations – Tips to help you beat your competition

You are carefully prepared: great outfit, warm smile, solid slides, good knowledge of the needs and how to parallel them with your material. But wait: who, exactly, are you presenting to? And how do you know the members of the Buying Decision Team are present? or if what you are presenting will fit with the  non-need-related elements of their buying criteria? After all: resolving a need has many elements that don’t apply directly to the problem or solution, and without the full complement issues managed, buyers can’t buy regardless of the efficacy of your solution. I believe se... (more)

Podcast: How to Close More Sales Without More Selling

I was recently interviewed by Bob Thompson of Customer Think. It was a thoughtful interview, but then again, Bob is quite a thoughtful person. His integrity and care about the customer-focused business environment is quite obvious.  His site – Customer Think - offers very interesting articles and blogs that cover the thought leadership around customers and sellers. The articles are cogent, timely, well-written, and always interesting. It is with great pride that I offer our interview. And don’t forget to go to Bob’s site. You’ll have a wonderful time getting filled with new ideas ... (more)