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About Sharon Drew Morgen

Should you wish to learn more about this, go to www.buyingfacilitation.com and purchase my ebook Buying Facilitation: the new way to sell that expands and influences decisions

www.newsalesparadigm.com
www.sharondrewmorgen.com
New Ideas for a New Market

Time Magazine made me Person of the Year.

A Collaborative Sales Model Changes the Seller’s Value

Some people believe that the job of the seller is to communicate and offer value, or to differentiate their offering so buyers know how to choose one product over another. I’ve also heard it said that the products themselves create value.

Sales Recovery: How to Manage a Sale Going Wrong

Do you know the difference between which prospect you’ll close and which one you’ll lose?

Change: It Doesn’t Have To Be So Difficult

The old adage goes: no one likes change. But I believe that people enjoy change; they just don’t know how to change without disrupting their status quo.

Bringing Clients in the Door: How Professionals Can Encourage Business

You’re a professional – either a doctor, or a dentist, or an artist. Maybe you’re an independent sales person who works on commission, or a speaker who must sell yourself.

Buy-In: What is it and Why is it So Important?

Until now, we’ve all recognized that buy-In is necessary when implementing change.

Decision Teams: Who Is On Them and How Do We Interact?

Our jobs as sellers have changed: the net has taken over a good portion of our sales job.

What is a Buying Decision?

Sounds like a simple question, right? Sounds like all prospects have to do is to see they’ve got a problem, find a good solution (your product, hopefully), and plunk their money down.

Redefining Sales: Why Conventional Methods Don’t Work in Today’s Business Environment

Sellers have the mistaken belief that by presenting, pitching, and positioning their product effectively, by being nice-nice-nice, and by showing ‘care’ and ‘concern’ for ‘needs’, a buyer will buy.

When is a Search Tool Not a Search Engine?

Search engines were created to give user access to the vast amounts of data located on the web. This is the equivalent of creating a pair of glasses to find a four-leaf clover in a large field: you know it’s probably in there somewhere if you look, and that it’s just sitting there waiting for you to find it; all you have to do is be in the right place, looking in the right direction, and assume the glasses are giving you the precise focus you need to find it.

What Exactly is CRM Anyway?

For years we’ve been enamored with technology. Do you even remember how you worked without email? Or the internet? We’ve gotten so accustomed to using technology as part of our daily business practice, that we seem to focus on it as a solution rather than a business tool.

Blogs: A New Communication Tool or a Marketing Avenue?

We all know by now that the internet is the global communicator. We still haven’t dreamed of all the ways we’ll use it five years from now. But there are certainly indications that we’re going to have to be vigilant in recognizing the difference between honest business practice and the misuse of the net.

Differentiating Yourself From the Competition

It’s getting harder and harder to differentiate yourself from the competition these days. Especially when your competition is global, offer additional value through their stellar service, and look and sound similarly wonderful to your offering. Not to mention that the new buzz words – adding value’ and trusted advisor’ – are universal, making it even harder to distinguish what you bring to the party as being superior.

Lead Generation: What is it Worth?

Sales has become an ideology with the following obvious facts denied (in service of the status quo):

Business Ethics: How the Sales Function Can Transmit Company Values

I recently got a “thank-you” call from a man who read my new e-book Buying Facilitation. “Boy,” he said, “this method sure helps me close more deals and make more money. Thanks!”

Save Your Breath: How to Sell in Trade Shows Without Pitching

You stand there, in front of your great presentation material, wearing just the right suit or logo shirt, handing out some gimmick with your company name on it, wearing just the right smile or look of professionalism. You might even have a fishbowl at the table – or some type of contest material – to collect business cards of passers by for later use in your sales process. But the worst part of doing a trade show is losing your voice.

CRM: A Business Solution, Not a Technology

Before sitting down to write this article, I went onto the web and took a look round: I haven’t written about CRM implementations in about 6 months, and I’d assumed that in this time period, purchasers of CRM would have figured out why the implementation process was costing them $5 for every $1 spent on the technology.

Outsourcing : Managing Your Brand Across Continents

Outsourcing seems to be the new-new thing and approximately 50% of our major corporations are doing it. What are the costs? The benefits? And what skills need to be managed in order to make it work optimally?

Who is the Customer in CRM?

For many centuries, companies used to believe that their customers were those who purchased the product. Lately, it has become apparent that there are several types of customers. There are those who purchase our products, those who manufacture our products, those who sell our products, and those who manage everyone else. In other words, all people who touch us and our businesses are our customers.

What is a Proposal and Why Do You Need One?

Do you know anyone who regularly wins bids? Or can boast a balanced relationship between doing the hard work of producing proposals and regularly winning the business?

Facilitating Your Prospect’s Discovery Process

Our job is to help our clients find their best answers. We work hard at understanding what they need, what will solve the problem. We study the problem and all of its ramifications, call a colleague or two to discuss it fully, and come up with a solution that we think will fix the problem. We understand it’s our job to offer the support and information that will lead the customer to his/her best solution.

Assessing the People Factor: Do We Really Know What’s Going on in Our Companies?

Boards and C’ level executives are accountable for policies, people, and practices within their organizations. But how can they take responsibility for people, systems, and initiatives that are managed by people several reporting levels down – who may not, themselves, know what’s going on?

“Stupid” Selling: Let the client lead the way

When I was a broker at Merrill Lynch in the late ’70s and early ’80s, I was trained to sell stocks using classic cold-calling techniques. My colleagues and clients were tough and fast-moving and wanted only answers. Quickly. I had to know my product and have my sales skills down pat. Smile and dial. Come in with a great opening. Wow them with sexy stocks and great numbers. Be clever and charming, and let the buyer think he was calling the shots. My opening line was “Hi, Mr. Jones. I’m Sharon Drew Morgen with Merrill Lynch, and I’m a broker. I’d like to take three and a half minutes of your time to tell you about a stock that’s going to go up in the next week. Do you want to make some money?”

The History Of Sales : Dale Carnegie is Still With Us

I’ve recently been hearing sales companies talk about how they are ‘helping their buyers buy’ with a system that is the ‘next thing’ after Consultative Selling. After becoming familiar with their concepts and methods, I’ve come to believe they are correct: they are definitely on to the next iteration. But of what?