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.
Two Types of Decisions: Buy-IN, and BuyING.
Recently someone told me that Buying Facilitation® is an old concept, that its been written about in books since sales books have been written,...
Phones Are An Underutilized Business Tool
You hate to cold call, right? Dale Carnegie taught us (in 1937) that we have to get in front of people to make a...
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...
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...
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...