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Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Latest Blogs from Sharon Drew Morgen
There is no reason to try to make an appointment with a cold call. Think about it. 1. Who will take the appointment? Only those already seeking a solution, so the moment you enter you’re already in a competition. 2. You have no idea if the person you’re speaking with offers a fair/accu...
#1 C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’] SDM: Do you know if that’s my correct name? C: I do know. It’s your name. SDM: Really? Are you absolutel...
Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do something they don’t think they need, it becomes a double sale – you must then discard ‘no-sayers’ from your list of perfectly...
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time...
Until now, I’ve trained Buying Facilitation® only in large corporations....Join Sharon Drew Morgen in her Austin loft for Buying Facilitation® Training is a post from: SharonDrewMorgen.com
I’ve heard there are 5.7 decision makers for each sale, and ‘unknown’ influencers. Yet there is no difference between ‘decision makers’ and ‘influencers’. If you want to move and your daughter is in her last year of high school, is she a decision maker or an influencer?Decision Makers ...
You offer information well before prospects know what to do with it. You offer information well before prospects have assembled their complete buying decision team and have heard all voices to define need. You offer information well before prospects have attempted to decide between a w...
A colleague recently said he was waiting for a deal to close. How did he know it would close? I asked. “Because someone contacted me, and we’ve had several discussions. In our last chat we discussed price.” SDM: What percentage of the buying decision team does your prospect represent? ...
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 . . . Is Y...
Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more. First of all, buyers don’t want to purchase a solution – they merely want to resolve a business problem. The last thing they consider is purchasin...
The buyer’s route to a purchase starts before they consider a solution. The sales model handles steps 10-13. Marketing, marketing automation, and social marketing may be involved in steps 3 and 8, although it’s not clear then if the decision to choose an external solution has been made...
Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as they seek to solve a business problem. ...
Why does the sales model merely focus on placing solutions when it’s last step buyers take during the buying decision process? Would you ever jump up out of bed and say, “Geesh! I think I’ll just go out and buy a new car today! Maybe I’ll go to that dealership around the corner and see...
If you make a cold call merely to get your own needs met – i.e. appointment, pitch, ‘understand your business [so I can pitch to you]’, prospects won’t respond. I regularly get calls that say: “Hi. Can you please get me to the person who handles X in your company?” Why would I take som...
Your solution is the last thing a buyer needs. Literally. The sales model is a solution placement model. It does a fine job assessing needs, pitching, presenting, and placing solutions. Yet we close no more than 7% of prospects from first call, spend huge amounts of money creating pre...
Sales has been around since the Serpent convinced Eve to eat the apple. And, unfortunately, the goals have remained pretty much the same ever since.Does The Sales Model Do What We Need It To Do? is a post from: SharonDrewMorgen.com
You’re a smart entrepreneur with a savvy team. Your widget will make millions. You started up with a few bucks your friends gave you but now you need funding. Do you know how an investor will choose to fund you over others? The answer is you don’t know. Instead of relying on a great ...
Let’s liken a buyer’s need to a cog in a wheel that moves a cart. If one cog breaks the other cogs create a workaround so the cart gets where it’s going. The cart would prefer not to replace the cog because of the complexity, fall out, and duration of the change: can the old cog be fix...
Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to a...
Sales is a great model for understanding need and placing solutions. Buying Facilitation® is a change management model, great for helping buyers navigate their behind-the-scenes change management issues – you know, that mysterious stuff buyers go through privately to get buy-in and man...
Social Listening: Are We Really Hearing Our Customers...Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. Social Listening: Are We Really Hearing Our Customers is a post from: SharonDrewMorgen.com
A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member, or a complicated purchase with several department heads, a buying decision is a change management problem; everyone who will touch the solution needs to have their voi...
As I venture outside the field of sales I have been meeting . . . How Do Decisions Get Made? is a post from: SharonDrewMorgen.com
Banks sell very similar products. Of course each bank has its own special sauce, but overall...Selling for the Banking Industry is a post from: SharonDrewMorgen.com
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION? is a post from: SharonDrewMorgen.com
Do you know the point in the buyer’s journey that they read your content? Is it when the assistant hands her boss a stack of articles to help him prepare for a meeting? Has your content ever been used by your competitors?Content is not King is a post from: SharonDrewMorgen.com
Sharon Drew Morgen has trained sales teams in many global corporations in facilitating the buying decision experience. Sharon Drew is the author of the NYTimes Business Bestseller Selling with Integrity. Appeared on CNN and CNBC, has been interviewed in, Inc., Selling Power, Success an...
Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up closing a small fraction – less than 5% - of those they reach, and marketers and social ...
Like every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group mov...
There has always been a divergence between how seller’s sell and how buyer’s buy. That problem is the bane of a sales professional’s existence.Think Out of the Box with Buying Facilitation® is a post from: SharonDrewMorgen.com
The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy. Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time, creatin...
Do you know why it takes so long for a buyer to buy? If the buyer knows they have a need, and they like you and your solution, shouldn't it be easy? Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution). is a post from: SharonDrewMorgen.com
What, exactly, is selling with integrity? Is it about creating great solutions that make a difference in companies and lives? Or respecting and serving our prospects and clients and employees? Selling With Integrity is a post from: SharonDrewMorgen.com
Like every group who brings in a keynote speaker, your needs are unique. You want someone to motivate your successful team to be even more successful; you want new ideas to excite the imagination of a newly formed team; you want a subject matter expert to incite and inspire a group mov...
Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a ma...
Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a ma...
As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see a need does not mean they A. want it resolved, B. [...
An interesting year. Sales technology continues to discover more and better ways to share and retrieve content and more finely tune ways to find prospects; deliverables for keynote speakers are becoming more consultative rather than instructional; US companies (different from those out...
And ready to go! During my 3 years in retirement I wrote a new book (tentatively titled Did You Really Say What I Think I Heard, published in Fall by AMACOM) and am now starting a keynote speaking practice aimed at helping sales professionals facilitate a buyer’s behind-the-scenes cons...
My friend Chip Bell is THE go-to-guy when you need a speaker on the Customer Experience. I’m delighted he’s agreed to write an article for us on taking care of customers effectively and with integrity. In case you don’t know Chip, he’s the author of 20 (count em) books on how to make c...