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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.

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...

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...

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…

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...

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...

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...

Managing the pushback we create

We don’t get objections because buyers don’t like us or our solutions. Or because they don’t trust us. They object – push back –...

Why is innovation distrusted?

For some reason, when companies get scared, and the economy is in question, they hold back innovation and do ‘the meat and potatoes’ stuff....

Sales questions are hot now

A colleague recently told me that ’sales questions are hot now.’ But I don’t know what that means: what is a ’sales question’? what makes…

Making Change Work: why is buy-in necessary and how to make it work

As the 5th installment of a 6 part series called Making Change Work, this podcast is about buy-in: what buy-in means in terms of the...

What is a quality lead – and does it matter?

Everyone defines ’quality lead’ differently. Some use ‘lead scoring’ to follow different ‘touch points’ – determined by industry standard or corporate dictate - defined as having a ’buying’ value that is...

Enhance the digital experience from cold -> close

In our new digital world, the field of marketing automation attempts to manage the buying experience starting from the ‘beginning’ of the buying process. But...

But the emperor does NOT have clothes on!

I have been writing posts about why and how the new digital marketing initiatives are missing the boat and doing badly in digital what...

Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they * drip content with no clear understanding what the best content or interval should be, * follow digital footprints with…

Marketing Leads: based on faulty assumptions?

From what I’ve read and conversations I’ve had with several industry leaders and a few marketing automation companies,  current marketing  and sales automation technology does not...

Marketing: what, exactly, is it now?

I had breakfast earlier in the week in New York with marketing wiz Neil Glassman. He’s one smart guy. We spoke about the interplay...

Yo, T-Mobile: why make it so hard to retrieve a rebate?

I recently purchased an Android phone from T-Mobile. Part of the promotion was a $50 rebate. I must tell y0u that I will never,...

Vanessa DiMauro explores the intersection between decision making and social networking

On Mondays I always talk about Buying Facilitation™. But I was so blown away from a conversation with Vanessa  DiMauro, a thought leader whose company...

The Steps to Buying: remembering the human element

There are two distinct categories involving buying decisions: 1. the behind-the-scenes issues buyers must manage internally to get stakeholder buy-in for change and for going outside their status...

Avitage helps buyers buy

What is a content engine? And why is Avitage so busy? Jim Burns, owner of Avitage is in the catbird seat. He has figured out...

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