Sharon Drew Morgen
Owner, Author, VisionarySharon Drew Morgen is the visionary and thought leader behind Buying Facilitationâ„¢, 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 and the recent Dirty Little Secrets. She is a keynote speaker, trainer and consultant focusing on buy-in and decision making.
62 articles by Sharon Drew Morgen
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Solution Selection: do we know how buyers choose one solution over another?
March 5, 2012 -
First Contact: What to Do, Why, and How to Get Better Results
Nov. 4, 2011 -
Why Your Sales Cycle is So Long (Hint: It's Not About Your Solution)
Oct. 29, 2011 -
The Differences Between the Solution Sale and the Buying Decision: Let's Go to a Wedding
Oct. 24, 2011 -
How Much Time Do Sales People Waste?
Oct. 21, 2011 -
How does social networking help make the sale?
Oct. 18, 2011 -
Wait Until the Buying Decision Team is in Place to Visit or Pitch
Oct. 3, 2011 -
Where Does Selling Begin? Activate the Buying Journey Immediately
Sept. 27, 2011 -
Do You Really Understand How Your Buyers Buy?
Aug. 29, 2011 -
Marketing Automation can Facilitate the Entire Buying Decision Path
Aug. 26, 2011 -
A Buying Decision is a Change Management Problem
Aug. 23, 2011 -
Does the Sales Model Do What We Need It to Do?
Aug. 17, 2011 -
"My Job is to Start a Conversation"
July 29, 2011 -
A Technology Case Study: Implementing What the Customer Wants
June 24, 2011 -
9 Sales Steps that Influence a Buying Decision
May 16, 2011 -
Pipeline Management: Is Your Forecasting Accurate?
April 18, 2011 -
How Do Systems Determine Buying Decisions?
April 8, 2011 -
Why Aren't Our Prospects Buying: the problem sales can't solve
March 7, 2011 -
Lead Scoring Misses the Point
Feb. 28, 2011 -
Is Sales a Relationship-Driven Business? Really?
Feb. 18, 2011 -
Uncovering Needs with the Sales Model: Your Solution is the Last Thing the Buyer Needs
Feb. 12, 2011 -
Selling for the banking industry
Jan. 29, 2011 -
Trusting my Neighbors
Jan. 25, 2011 -
What, exactly, is a Relationship Manager?
Jan. 24, 2011 -
Social Media Can Enhance the Buying Decision
Jan. 18, 2011