Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Top Stories by Sharon Drew Morgen

NOTE: Due to the holidays, we are reposting favorite posts. Original posts will resume January 5th. I don’t know about you, but when I get long emails my eyes go running around my head. Too many words for me to take in during a busy day when I’m sure I’m suffering from some form of ADHD as I try to multitask beyond human capability. So I ask folks to please, please, puLEASE not send me long emails. But they do anyway. And then they get mad when I don’t read them – especially when they’ve written something personal. They actually expect me to put down what I’m doing and read a one-way missive, interpret what they are meaning and feeling against how I interpret their words, then gather my own thoughts and feelings along the way that I can’t manage cuz the communication is one-way and obviously my thoughts and feelings have no credence – and then, then… then what? I ... (more)

Thanks Everyone

Book Reviews Thanks Everyone! As of tonight, Dirty Little Secrets is #2 in the sales category on Amazon! How exciting! I am so happy I can barely express it! I have a lot of people to thank. The most amazing thing is that I’ve never met most of these angels – we have met over the past months (in some cases a year or more) over the phone! First, and friend par excellence, is Jeff Blackwell of SalesPractice.com. Even though we don’t know each other well, he fell in love with Buying Facilitation and my decision facilitation model quite a while ago, believing that Buying Facilitati... (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)

Cloud-Based LeadFormix Is a Necessary Sales Enablement Tool

Highly proactive. Cloud based. Lead insight data. Convert to qualified lead. Actionable intelligence. Up-sell opportunities. Holistic overview of each site visitor. Leadformix is a wonderful tool to add to the sales technology process. They provide ’superior lead intelligence’ using their unique platform. Cool, right? Great for the new marketing initiative of bringing in good leads to the sales team. Here are a few things that Leadformix can do: Intent assess the intent of the website visitor provides a company level view which reveals where the company is in their solution pur... (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)