Sharon Drew Morgen

Because I wanted choice over my actions, I’ve spent a good portion of my life coding the trajectory of change so I could intervene to do something differently. I realized early on that knowing WHAT I wanted to change, The post The HOW of Change™: the physiology of transformation first appeared on Sharon Drew Morgen.

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions The new way to sell that influences and expands decisions. The Buying Facilitation Method® is a new sales tool that is used with the selling model, to facilitate the buyer’s back-end, non-solution buying journey and change management issues first, while helping buyers get the [...]

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need. But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.

Do you sit and wait for your buyer's to close? They need your solution. They like you. They are OK with the price.

Part 1 of a 2 part series on understanding a buyer’s needs.

Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy?

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know [...]

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information

Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult?

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close? As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready? How accurate have you been with your predictions? WHY DO WE THINK [...]

All leadership styles have some sort of interplay between accomplishing a goal...

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%...

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing...

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer!

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget. During the course of your considerations, you find an interesting webinar [...]