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.
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 started drinking coffee when I was 62. I tasted it once as a kid and hated it cuz my mom drank it...
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…
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...
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...
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...
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 –...
For some reason, when companies get scared, and the economy is in question, they hold back innovation and do ‘the meat and potatoes’ stuff....
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…
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...
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...
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...
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 approaches are faulty: they * drip content with no clear understanding what the best content or interval should be, * follow digital footprints with…
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...
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...
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,...
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...
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...
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...