Sharon-Drew Morgen artwork

Sharon-Drew Morgen

20 episodes - English - Latest episode: over 3 years ago - ★★★★ - 2 ratings

Enabling buying decisions one buyer at a time

Business
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Episodes

The HOW of Change™: the physiology of transformation

October 27, 2020 13:50 - 475 KB application/pdf

Because I wanted choice over my actions, I’ve spent a good portion of my life coding the trajectory of change so I could intervene to do something differently. I realized early on that knowing WHAT I wanted to change, The post The HOW of Change™: the physiology of transformation first appeared on Sharon-Drew Morgen.

Sharon Drew Morgen Learning Products

April 19, 2020 22:36 - 391 KB application/pdf

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions The new way to sell that influences and expands decisions. The Buying Facilitation Method® is a new sales tool that is used with the selling model, to facilitate the buyer’s back-end, non-solution buying journey and change management issues first, while helping buyers get the [...] The post Sharon Drew Morgen Learning Products first appeared on Sharon Drew Morgen.

Sharon-Drew Morgen Learning Products

April 19, 2020 22:36 - 391 KB application/pdf

Buying Facilitation®: The New Way To Sell That Influences And Expands Decisions The new way to sell that influences and expands decisions. The Buying Facilitation Method® is a new sales tool that is used with the selling model, to facilitate the buyer’s back-end, non-solution buying journey and change management issues first, while helping buyers get the [...] The post Sharon-Drew Morgen Learning Products first appeared on Sharon-Drew Morgen.

FACILITATIVE QUESTIONS: Questions that facilitate change

June 24, 2019 14:50 - 439 KB application/pdf

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need. But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.

Facilitative Questions: Questions that facilitate change

June 24, 2019 14:50 - 439 KB application/pdf

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need. But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived. The post Facilitative Questions: Questions that facilitate chan...

12 Dirty Little Secrets: why buyers don’t buy

January 07, 2019 05:06 - 439 KB application/pdf

Do you sit and wait for your buyer's to close? They need your solution. They like you. They are OK with the price. The post 12 Dirty Little Secrets: why buyers don't buy first appeared on Sharon-Drew Morgen.

Do You Want to Sell? Or Have Someone Buy?

July 31, 2017 12:42 - 1.41 MB application/pdf

Part 1 of a 2 part series on understanding a buyer’s needs. The post Do You Want to Sell? Or Have Someone Buy? first appeared on Sharon-Drew Morgen.

Buying Facilitation® Training UK30-31 May, 1 June 2017with Sharon-Drew

March 28, 2017 11:00 - 556 KB application/pdf

   The post Buying Facilitation® Training UK30-31 May, 1 June 2017with Sharon-Drew first appeared on Sharon-Drew Morgen.

Buying Facilitation® Training UK30-31 May, 1 June 2017with Sharon Drew

March 28, 2017 11:00 - 556 KB application/pdf

   The post Buying Facilitation® Training UK30-31 May, 1 June 2017with Sharon Drew first appeared on Sharon Drew Morgen.

CHANGE ARTICLE/PODCASTS

October 21, 2014 18:52 - 30 minutes - 41.3 MB

Every decision we make, every new job we tackle, every new idea we have, involves changing the old with the new. But what is change? And what we need to do differently to make it easy? The post CHANGE ARTICLE/PODCASTS first appeared on Sharon-Drew Morgen.

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)

October 14, 2014 16:15 - 35 minutes - 48.2 MB

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know [...] The post The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3) first appeared on Sharon-Drew Morgen.

What Is change And Why Is It So Difficult? (Part 2)

October 06, 2014 15:59 - 37 minutes - 52 MB

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information The post What Is change And Why Is It So Difficult? (Part 2) first appeared on Sharon-Drew Morgen.

What Is Change? (Part 1)

September 29, 2014 17:11 - 30 minutes - 41.3 MB

Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult? The post What Is Change? (Part 1) first appeared on Sharon-Drew Morgen.

Forecasting closed sales: how you will know when a buyer will close

April 08, 2014 12:04 - 439 KB application/pdf

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close? As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you they’ll be ready? How accurate have you been with your predictions? WHY DO WE THINK [...] The post Forecasting closed sales: how you will know when a buyer will close first appeared on Sharon-Drew Morgen.

Putting the Lead into Leadership: How to Influence with Integrity

March 05, 2014 05:22 - 30 minutes - 41.3 MB

All leadership styles have some sort of interplay between accomplishing a goal... The post Putting the Lead into Leadership: How to Influence with Integrity first appeared on Sharon-Drew Morgen.

Do you want to make a sale? or an appointment?

February 10, 2014 13:00 - 315 KB application/pdf

How many of you know the exact percentage of sales you close? Many companies labor under the misconception that they close 17 or 20%... The post Do you want to make a sale? or an appointment? first appeared on Sharon-Drew Morgen.

Get it right: Shift the sales and marketing focus to the buy side

January 26, 2014 14:05 - 31 minutes - 44 MB

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing... The post Get it right: Shift the sales and marketing focus to the buy side first appeared on Sharon-Drew Morgen.

Deliver the Right Content at the Right Stage of the Buy-Path

January 20, 2014 12:27 - 439 KB application/pdf

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me. Every one gave me a different answer! The post Deliver the Right Content at the Right Stage of the Buy-Path first appeared on Sharon-Drew Morgen.

Lead Scoring Misses the Point

January 19, 2014 16:30 - 315 KB application/pdf

Let’s say you are in the sweet spot of lead scoring for potential vendors. Let’s use the conventional sorting categories: you work in a mid-sized corporation of over $50,000 revenue, and you are one of the senior players in the decision to purchase a new widget. During the course of your considerations, you find an interesting webinar [...] The post Lead Scoring Misses the Point first appeared on Sharon Drew Morgen.

Get it right: Shift the sales and marketing focus to the buy side

January 07, 2014 21:28 - 31 minutes - 44 MB

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has [...]

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