Sharon-Drew Morgen
Sharon-Drew Morgen
I'm an original thinker. I wrote the NYT Bestseller Selling with Integrity and 8 other books bridging systemic brain change models with business, for sales, leadership, communications, coaching. I invented Buying Facilitation(R) (Buy Side support), How of Change(tm) (creates neural pathways for habit change), and listening without bias. I coach, train, speak, and consult companies and teams who seek Servant Leader models.
Managing a Sales Team
What’s the difference between managing a sales team, and closing a prospect? No, it’s not a trick question. I believe they are similar. When we assume...
Contest: the 10 Steps of a Sales Cycle
I am having a contest! Ready to play? Since my Monday posts are about Buying Facilitation®, and I’ve written so extensively on it, it’s...
Is there more to learn?
I recently asked a colleague who has written lovingly about Buying Facilitation® what has stopped him from teaching his folks the model – or actually...
What are you trying to sell?
I hope you laughed at this cartoon. Indeed, the cartoon is all-too-accurate: what are we trying to sell our prospects? We are so busy trying...
ATT Continues to Enrage
When I was in Whistler watching my son at the Paralympics, I was at Starbucks daily (it was my office) doing my email. Since...
We Can’t Understand Customers
I often hear sales, marketing, and change management folks talking about ‘understanding the customer.’ But what, exactly, does that mean? On the face of it,...
Can a Techie Ever Understand a Customer?
At the recent ProductCamp in Austin, I heard a well-respected researcher make the following comment: ‘Techies will never understand customers.’ That’s quite a statement....
What is Customer-Centric?
Lately I’ve been hearing the term Customer-Centric a lot. It was a big deal about 15 years ago when business finally recognized the importance of...
A Bad Vendor Experience: how should vendors communicate?
How do we know, in advance, the difference between a vendor who will be terrific, and one who will be hell? One who will do...
ProductCamp, Buy-In, and Change Management
On Saturday, I attended Austin ProductCamp and ran a session called: How to Get Buy-In for Strategic Product Decisions We had around 75 eager, excited...
Lead Gen isn’t enough
Do you spend a lot of time collecting names that might be prospects? Do you spend a lot of money learning how to follow prospects on...
CustomerThink: a company committed to collaboration
Do you want to research something - anything, almost - about business? Pretty broad query, no? Welcome to CustomerThink, a site that makes everything necessary for you to...
Customer Service: United, et al
What, specifically, is good customer service? For me, it’s about being respected and getting what I’m paying for. Unfortunately, and problematic for companies, everyone wants...
Buying Facilitation(r) and Sales: the dynamic duo
Sales is a great model for understanding need, discovering problems, and introducing/placing solutions. Buying Facilitation® is a great model for helping buyers navigate their behind-the-scenes...