Facilitating Success, One Decision At A Time

Sharon Drew Morgen

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Drive Sales, Manage Change, with Eric Blumthal

Have you ever tried to change behaviors?

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 new) be more successful with the new skills you’re asking them to learn. Not to mention that there will be consistency throughout your sales team as they all learn the same thing, in the same way – and you can follow their progress as they learn.

Here is what the Count5 site says about Q:

Q is able to spend 5-10 minutes per day with each employee a couple of times each week to help them stay focused and remember the things they should SAY, DO and KNOW to improve their performance.

While far more ingenious than just this one example, one of the ways Q works to keep the learning and required change on track is to  present scenarios or ask quick questions to check people’s knowledge and to confirm their ability to make the right decisions. If they don’t answer correctly, Q teaches them the right answer and explains why. And this part is cool: Q remembers where each person needs help and will individualize future reinforcement events to fill those gaps – then Q documents the improvement. Great way for a manager to follow a seller’s progress!

Indeed, Count5 is a company that really, really cares about doing business with you and ensuring that you are getting all your needs met:

Count5 strives to be easy-to-do-business with – and we take a proactive role in helping you evaluate, socialize and successfully implement. As an annual subscription model, we feel it is our obligation to not only make you thrilled with the launch, but to make sure you have all the training, best practices, tools and processes in place to make sure Q’s value is sustainable. We look at customers as long term partners – so all deployment services are fixed-fee (no time and materials, SOW’s, billable hours, etc.) – we just do whatever is necessary to make you successful.

I know Eric, the brains behind this technology. He’s a smart man with a big intellect and an even bigger heart, who truly cares about people and making a difference – not to mention a force behind change. If you’re seeking to have your team learn and change in a way that will give you (and them) consistent success, have a look at Q.

What is Q?

Drive sales, manage change, with Eric Blumthal is a post from: SharonDrewMorgen.com

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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.