Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Meri Aaron Has a Video Chat with Sharon Drew

I first met Meri Aaron Walker in 2003 here in Austin, TX, at the World Future Society

meri walkerI first met Meri Aaron Walker in 2003 here in Austin, TX, at the World Future Society where I was talking aoubt Buying Facilitation®. Meri had spoken at the previous meeting about being an independent management consultant in the fast-blooming “Free Agent Nation,” and came to hear me speak; she claims she’s been a fan  ever since.

Meri Aaron is known as “The Virtual Meeting Coach” and a social media evangelist, using free media and virtual meeting tools to strengthen local and distance relationships. She is also the co-author of Teamwork is An Individual Skill: Getting Your Work Done When Sharing Responsibility (Berret Kohler, 2001) and speaks about collaboration with business and government leaders and at universities across North America and Europe in diverse industries such as real estate, healthcare, long-term care, and technology companies.

She told me to tell you this: “These days, Meri Aaron blogs as “The Virtual Meeting Coach” and trains clients face-to-face and online through her company, Virtual Meeting Startup. Her popular short course, 21 Sure-Fire Ways To Build Trust Working With Others Online, is available free at VirtualMeetingStartup.com.” What I’d like to say, on my own, is that Meri Aaron (she has two names also!) is smart, witty, demanding, clear, and she ‘gets it.’

Watch the video we made together. Two cool Dudettes sharing brilliance. A bit of caution from my ego-self. This was the first time using my new camera and the lighting is way off. Between my odd-looking eyes that seem to be all over the place (I hate seeing myself on that video!) and my focus on systems and change, that I forgot to say that in my new book I’m actually writing about change in the sales industry: buyers don’t buy until their status quo is willing to change and buys-in to doing something new – hence the focus in my new book Dirty Little Secrets on how buyers change so they can choose your solution.

Please watch this video with these caveats, and then go to read some chapters of the book and see that indeed, my ideas, skills, concepts, and models about change are placed in the sales field throughout the whole book. And in real life, my eyes are really pretty.

Related posts:

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  2. Discussion about Sharon Drew on SalesPractice
  3. SBWire Is ‘The’ Place To Go

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More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.