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.
Why is a 90% failure rate ok?
The sales model builds in a 90% failure rate…. and we expect that! We build it right into the entire system: We hire 10X more sales...
Friends with Benefits
I'd like to introduce you to a few of my friends and give you some links to what you can get from them (Free...
He’s in a Meeting – or is he? Working with Gatekeepers
I recently made a cold call. I actually make a few of them daily as a way to introduce people to the concept of...
What’s the buyer’s responsibility?
I was going to call one of my books “I’d close more sales if it weren’t for the buyer” thinking that people would laugh...
Do you pitch content? Why?
Years ago I did consulting for KPMG. The group I trained sold an 8 figure solution that originally took 3 years to close (we...
Why Won’t Every Sales Person in the World Use Buying Facilitation(r) Now??
I was speaking with a colleague today who said, “Your work is very revolutionary. It’s a new paradigm. It’s time.” I’ve been writing, teaching and speaking about Buying Facilitation®...
All Decisions Involve Change Management: an insurance case study
Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in...
Sales and Marketing CAN support each other
The sales and marketing communities have a historic enmity: marketing people think sellers don’t effectively use the data they gather, and sales folks think marketers...
Interview On The Small Business Advocate
At the beginning of this month, I did an interview on The Small Business Advocate. The segment was titled “Why buyers can’t buy and...
I’m not a guy
I am a woman. Not a girl. Not a lady. Not a gal. And certainly not a guy. A woman. It’s possible that it’s a generational thing, although...
Solutions are meaningless without Buy-In.
Recently I was part of an Ideation session in which an insurance company wanted web ideas to better serve their customers. Ideally, they’d end up...
Apple is Arrogant
You don’t want to hear this, I’m sure. Everyone loves Apple. Except me. Sure, I love their products. Theoretically. I believe they are innovative and absolutely world...
The Definition Game: name that concept
I had so much fun with you all in April with my Steps to a Sales Call contest that I’m going to run another...
Manage the sale, don’t just make it
The sales model does needs assessment and solution placement. It does not manage the entire sale. Buyers go inside, privately, and do whatever it...
Understanding customers doesn’t help the buyer buy
I was speaking with a colleague today who complained that although he understands his customer’s needs – does surveys of every aspect of their decisions...
How not to make a prospecting call
A woman from Australia recently called me on a cold call. She started by calling me ‘Sharon.’ For those of you who know me, I refer to...
The Steps of a Sale: from the buying decision to the close
We have a winner for my contest! Robert Merrill! Although he had a couple of things reversed, he was sooo close that I declare...
Contest ends Monday: one more chance to order sales activities
A few weeks ago, I put up a contest. I thought we’d all look at the order of activities in a sales call as...
Video: Why Sales Fail
Transcript: You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great...
Customer to T-Mobile: Representative Representative Representative
My T-Mobile Blackberry had a problem: I got a message that told me that it needed my email pass code changed after hours of...