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Buyers Don’t Buy Because You Sell Well

Buyers buy when they want to resolve a business problem. Buyers buy when all of the members of their decision team – all of the members – agree that it’s time to resolve a problem. Buyers buy when...

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“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled

Yesterday I gave you 3 ‘secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it. An answers for those of you who have...

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The Arrogance of Sales

Sales professionals face a lot of failure. You work very hard to discover plausible opportunities, understand needs,  respect and care for prospects, and position your products so prospects recognize...

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Turning a ‘No’ into a ‘Yes’

I recently experienced a very clear example of Buying Facilitation(R), when i used it to turn a failed buying situation into a purchase. I tell a shortened version of this story in my new book “Dirty...

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Two Types of Decisions: Buy-IN, and BuyING

Recently someone told me that Buying Facilitation™ is an old concept, that its been written about in books since sales books have been written, and that he’s been helping buyer’s buy for decades. Of...

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Do you pitch content? Why?

Years ago I did consulting for KPMG. The group I trained sold an 8 figure solution that originally took 3 years to close (we brought it down to 4 months). One of the first things they did was to get...

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Why are sales tied to solutions? How is that working for you?

The buying decision journey involves more than finding a solution: buyers have private stuff they must complete and decide on with colleagues before they get the buy-in to make a purchase. We’ve sat...

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Digital Sales Activity: finding buyers too late in their journey

Digital sales approaches are faulty: they * drip content with no clear understanding what the best content or interval should be, * follow digital footprints with no clear understanding of exactly who...

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Are leads ‘falling out the bottom?’

I’ve been reading articles on marketing automation/sales enablement that discuss leads ‘falling out the bottom’ of the funnel. What, exactly, does this mean, and how is this different from what has...

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Your solution is the last thing the buyer needs

The sales model has taught you to uncover needs – to really, really understand needs – so  you recognize who is a good prospect and know the right way to pitch to that person. You finely hone your...

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Guest Post: You know what your problem is?

This post was written by Eric Luhrs, author of BeDoSell and known for his model of GuruSelling. His contact details are at the end of this wonderful article. You think you know what your problem is....

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Trying to make a difference in a field that enjoys failure

Years ago, when the marketing automation field began publicizing that it would ‘follow the buy cycle’ and ‘place data exactly where it should be placed in the buyer’s decision path’, I knew that would...

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Musical sales people: moving sellers to be near buyers is irrelevant

When I recently heard that a prospect was re-organizing and moving the sales folks into geographic verticals, I was baffled. Across the board, through decades, using any sales model, selling any...

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Are Salespeople Going the Way of Telemarketers?

Selling Power predicts that by 2020 the number of salespeople will drop from 18M to 3M mostly due to online interactions and other sales support functions taking their place. In the early 90s I wrote a...

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The buyer’s buying process vs. the sales model: two divergent roads

The sales process is woefully inadequate. It merely focuses on the last 10% of the buying decision: the solution and vendor choice. To understand and influence the buyer’s buying decision process and...

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