Sharon Drew Morgen

Cold Calling Works – and it’s fun!

I'm here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun. I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf,...

9 Sales Steps That Influence a Buying Decision

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...

The Differences Between the Solution Sale and the Buying Decision: Let’s Go to a...

Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there on time, decided to use your car rather than you’re spouse’s, because it was more comfortable. Then you had to...

How does social networking help make the sale?

These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have interest in a program with me for when I travel across the pond – colleagues that 'know' me well enough...

A technology case study: implementing what the customer wants

In order for any change to occur – whether it's a decision to purchase a product, or an implementation to add new technology - whatever touches the ultimate solution must buy-in to the change. Often our focus is on getting the end-result we think we...

What is the value of a loyal customer?

Recently I got a cut-off notice from T-Mobile. For non-payment of $106.10. Apparently I didn't receive 2 bills, and if it's not in front of me, it doesn't register that the bill hasn't been paid. Let's think about this for a moment. I have 3...

Help Buyers Choose the Buying Decision Team: a case study

Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their input? Would you bring in a leadership training without getting the buy-in from the people who would be trained? Or know...

Is sales a ‘relationship-driven business’ ? Really?

I recently read a blog post by Andrew Hunt in which he stated: "…sales remains a relationship-driven business, the power of "who you know" is trumped by "what you know about who you know." " Andrew is preaching the gospel of the entire sales industry:...

Why don’t you get a new plumber?

Recently, my wonderful neighbor Joe mistakenly left my spigot on while wrapping my pipes. He didn't leave it on a little so it would drip: he had it running full force. And I have no independent water source — only rainwater collection. By the time...

What, exactly, is a Relationship Manager?

There are almost as many definitions of Relationship Manager as there are for 'social media' or 'sales enablement.' The term used might be 'customer relationship manager' or 'business relationship manager'. Some RMs work with deals, some generate income. Some bring in new customers,...

Social media can enhance the buying decision

My friend Vanessa DiMauro (social media and decision making guru) had a nasty PC problem. As she attempted to resolve it, she wildly Twittered her frustration. She received this note: "I hear you are having difficulty with your PC. Sounds like you're having one of...

Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies who just love the idea of extracting data with wizzy technology. But they are not sales people. As a result, there are some ‘features and functions‘ missing. Like, how to close sales. The glaring issue is the concentration on...

The 5 selling mistakes that lose business

1. Starting the sales process by attempting to get an appointment. I know that Dale Carnegie told you to meet face-to-face. But what else are you doing that was initiated in 1937? Oh. That's right. The typical sales model of focusing on solution placement. Buyers...

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...

Influencer and a decision maker: what’s the difference?

When I hear sellers say, "He's just the influencer, not the decision maker," I get curious. What's the difference? If you consider the tech manager an influencer, but the solution won't be purchased if s/he says 'no', this person is a decision maker. If you…

I’m finally mad at Starbucks

I started drinking coffee when I was 62. I tasted it once as a kid and hated it cuz my mom drank it black and it was yuckky. I never tried again. But sitting with friends at Starbucks a few years ago, I tried...

Getting beyond “We’re fine, thanks”

When you call a prospect and hear "We're fine, thanks," are they really fine? And how do you know? Here are the possibilities: they are not fine, but don't know you and don't want to speak with you but may be speaking with other vendors…

My Marketing Automation Experience

Just to see what the hype is all about in Marketing Automation, I decided to trial a solution with my sites. And, I’m here to report, that all of my cranky views remain even crankier. This solution does a fabulous job following where site visitors...

Qualifying Leads: why lead scoring is inadequate

Here are some numbers I’ve recently read: through marketing automation we are closing between 2-8% of leads (as per Jeff Lenskold), 70% of leads buy something (as per Steve Gershik) but not necessarily during the time we are scoring and nurturing them, and 90% of leads ’fall...

Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has happened in sales for the past, oh – I don’t know – the past...

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