Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

I once told a group that I was going to title a book I’d Close More Sales if it Weren’t for the Buyer. I got a standing ovation! And I assumed I’d get a laugh. That’s like saying ‘I would have had a better birth experience if it weren’t for my mother.’ Why do we assume buyers are, um, stupid? Because it’s obvious to us they should buy. From where we stand, it seems we have THE perfect fit – the right solution at the right price, filling the right need, and the right relationship. But we consistently forget that a buyer’s problem is not an isolated event, and it sits within the buyer’s environment – their system, if you will – all mashed up with a bunch of unknown and unknowable other elements that not only hold it in place, but maintain it daily. And we walk in as Super Saviours, assuming we are, as Dr. Seuss says in The Sneetches The Fixxit Up Chappie. But it’s s... (more)

Drive Sales, Manage Change, with Eric Blumthal

Have you ever tried to change behaviors? Have you asked your sales team do something new that needs to be reinforced as they learn – and you’re not able to sit with them every hour to make sure they are doing it right? Do you know when you’re learning something if you’re getting it right – or practicing the wrong thing? As the self-avowed Queen of Change, I can uniquivocably say that there is nothing like Q to imbed, manage, and supervise change. With a learning component as well as a coaching component, Q will help your folks (or you – just in case you need to learn something n... (more)

Eric Wolf and Stephanie Frost Unmask Marketing / Join Me and VITO

Marketing and Sales on Ulitzer If you are a small business owner, or know one, or will one day be one, get this book. It’s awesome. You’ll learn a lot, it will save you heartache, and you’ll get business and make money. OK. Now let me give you the details. Eric Wolf and Stephanie Frost have written an important book: Marketing:Unmasked – insider’s tips & tricks for small business marketing. It’s a very clear, very thorough romp (filled with activities, ‘to-do’ stuff, etc.) through social media offering high-level information on necessary topics that business owners need to know ... (more)

eCompetitors Gives Sales Folks What They Need. Exactly.

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 ... (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)