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.
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...
Why do companies make it so hard to get through?
This past week I’ve been attempting to contact technology companies that do sales enablement or some sort of sales force automation, in order to...
How sales must change to remain indispensable – Podcast 3: Making Sellers Relevant
Unfortunately, the newspaper may be going the way of the dial telephone. I’m a journalist by trade, so this fact pains me greatly. But the...
Making Change Work: Part 2 – What is a system, and how does change happen?
For those of you who have read Dirty Little Secrets and love the concept of how change happens - and for those of you who...
The Buyer’s Buying Journey Podcast 2: Making Sellers Relevant
There are two aspects to a buyer’s journey as they consider a solution purchase: 1. getting internal buy-in from colleagues, bosses, and budgets to decide...
Making Change Work: a change management podcast series with StrategyDriven
In conjunction with StrategyDriven magazine, and with Nathan Ives as the brilliant interviewer, I’ve recorded a series of 6 podcasts called Making Change Work....
Making bad customer service good
This post is for all the horrid customer service capability I run into when I call any place, any place at all it seems, with...
The New Buying Habits of Buyers: Does solution data drive a decision?
It’s so much easier for buyers to buy now. With the click of a wrist, or a jog of a fingertip, they can read about, compare,...
Why sales don’t close
Do you know why you lose sales? Really? Do you assume that everyone with a need is a prospect – until they aren’t? Do you...
I Love Salespeople
The job of a seller is difficult: our jobs are to go to another person/group, discover their problems, and as a stranger to them,...
Give ’em hell: getting a refund from bad providers
Recently, a well-known Internet company re-upped my membership automatically when I had specifically and deliberately checked off the DO NOT AUTOMATICALLY RENEW box (hidden...
Podcast: How to Close More Sales Without More Selling
I was recently interviewed by Bob Thompson of Customer Think. It was a thoughtful interview, but then again, Bob is quite a thoughtful person....
Presentations – Tips to help you beat your competition
You are carefully prepared: great outfit, warm smile, solid slides, good knowledge of the needs and how to parallel them with your material. But...
How to Close More Sales Without More Selling: Inside Scoop with Sharon Drew Morgen
Bob Thompson interviews Sharon Drew Morgen, creator of the Buying Facilitation® Method, about her new book, Dirty Little Secrets: Why Buyers Can't Buy and...
Why do sales people like failure?
Why do people attempt to turn my decision facilitation material into a sales model? Why do they use some of my vocabulary to try to manipulate...
Seeking appointments is costing you sales
Do you have any idea why you try to get an appointment with a prospect – as your first priority? Let me guess: you believe...
Procurement: how to help people collaborate
Procurement folks have hard jobs. Not only do they have to find the right vendors and keep them in line – a Herculean task...
Why Sales Fail
Why do so many of your good prospects not close? You’ve worked hard doing your sales job: you gathered good data and understood their need,...
When is it time to sell?
Sellers assume that when they make a prospecting connection and notice a ‘need’ that aligns with their solution, it’s time to sell. For some...
The Decisions Before Selling
I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were...