Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

When you prepare to meet a prospect, how do you know who or what your competition is? How do you know how to position yourself strategically against them? Do you ‘wing it?’ Do you do research? Where do you get your research from? How do you know your research is adequate or accurate? I’ve got the answers for you. eCompetitors is this amazing site that has me gobsmacked (did i spell that right?). It does all of the research  you could ever wish for, on 11,445 global industries and companies at the line-of-business level. That means that it checks out everything – e v e r y t h i n g – about a company that you could ever, ever need to know, and then some. Here is some of what I gleaned from playing with the site with co-owner Alan Michaels – and please forgive me here for going on and on. I was truly amazed. When you look up an industry, you get to choose whichever c... (more)

Developing Strategic Content

I’m going to ask you a few questions. No answers today. Just questions you may want to answer for yourselves. How will you know that the content you are providing is the appropriate content for your prospect base? What skills do you need to have in addition to the ones you already have, to ensure that the right folks find – and purchase – your solution? What do you need to do differently to ensure that the right prospects know how to differentiate you from the competition? How will you know that one strategic plan would work better than another? How do you know what level of conte... (more)

Why is a 90% failure rate ok?

Why is a 90% failure rate ok? is a post from: Sharon Drew Morgen 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 people to get the results we seek, we expect and get 50% longer sales cycles than we could be having, we face objections because people are responding to the sales model itself, we lose clients we shouldn’t lose. And we consider all of this de rigour. What a waste – not only for sellers, but for buyers. This doesn’t need to happen. Sales is just an incomplete model that we’ve accepted as... (more)

Buying Decision Enablement: put the human side of decision making into the work flow

Sales enablement is the new new thing: technology is taking over a lot of the solution discovery and data-sharing parts of a seller’s job. Obviously, that leaves sellers either playing catch up - knowing only a portion of the data that buyers show up knowing - or being caught flatfooted to competitors with a bigger web footprint. Indeed, too often now, buyers end up making decisions based on unknown criteria, leaving sellers with little or no way of being involved once buying decisions are made. It’s time folks. It’s time to add buying decision enablement. It’s time to add skil... (more)

Making Change Work: why is buy-in necessary and how to make it work

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 change management process how and when buy-in occurs why people do not buy-in how a leader can get someone who is resisting to not only buy-in but to do so happily when the change agent should begin to seek buy-in from the various stakeholder groups what skills change agents need to gain employee buy-in and how can they acquire these skills what leaders can do to programmatically embed the buy-in approach to their change management policies Listen ... (more)