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Sharon Drew Morgen's articles

Guest articles > Sharon Drew Morgen's articles

Here are contributed articles from sales guru Sharon Drew Morgen.

• How do you buy? Steps in a buying decision
• My Job is to Start a Conversation
• Where does selling begin? Activate the buying journey immediately
• Solution Selection: do we know how buyers choose one solution over another?
• “But I talk to everyone this way”: the difference between selling patterns and buying patterns
• The differences between the solution sale and the buying decision: let’s go to a wedding
• When Do Buyers Buy?
• Who’s in the meeting – and who’s not?
• 12 Dirty Little Secrets: why buyers don’t buy
• Why Your Sales Cycle is So Long (Hint: It’s Not About Your Solution)
• Provocation-based selling: proving pain does not close a sale
• Compensating our sales folks
• Do you really understand how your buyers buy?
• Selling doesn’t cause buying
• What is a seller's priority?
• 9 Sales Steps that Influence a Buying Decision
• 9 Easy Ways to Get Your Brand Recognized
• How do you buy? Steps in a buying decision
• Who’s in the meeting – and who’s not?
• Marketing automation follows a small segment of the buying decision path
• Lead Scoring Misses the Point
• What, exactly, is a Relationship Manager?
• Change management and sales: influencing the buying decision path
• The buyer's buying process vs. the sales model: two divergent roads
• Where does the buy-cycle start?
• What are we paying our sales folks to do?
• Help Buyers Choose the Buying Decision Team: a case study
• Buyers don't sit and wait for sellers
• The Buyer’s Decision Path: why it’s important to sellers
• Why Aren’t Our Prospects Buying: the problem sales can’t solve
• A sale: objective or outcome?
• Sales questions are hot now
• The Heart of Sales
• Buyers have always been in control
• Qualifying Leads: why lead scoring is inadequate
• Managing the pushback we create
• What is a quality lead – and does it matter?
• Digital Sales Activity: finding buyers too late in their journey
• Buyers want a shorter buying decision cycle
• The new relationship between sales and marketing: it’s harder for the sales folks
• You have a buying process problem, not a selling problem
• Buying Decision Enablement: put the human side of decision making into the work flow
• Buying Facilitation® and Sales: the dynamic duo
• The Steps to Buying: remembering the human element
• Why Do Sales People Like Failure?
• He's in a Meeting - or is he? Working with Gatekeepers
• Resistance To Change: inexplicable, irrational, and real
• Two Types of Decisions: Buy-IN, and BuyING
• The Steps of a Sale: from the buying decision to the close
• All Decisions Involve Change Management: an insurance case study
• Solutions are meaningless without Buy-In
• We Can't Understand Customers
• The Job of Sales Must Expand
• ProductCamp, Buy-In, and Change Management
• Buying Facilitation® and Sales: the dynamic duo
• The Basis of Sales Has Remained Stagnant
• Get Onto The Buying Decision Team On The First Call
• Lead Gen Isn't Enough
• Leadership Involves Helping Others Decide
• Prospects Aren’t Really Prospects
• Buying Facilitation® for Fund Raising: it’s much easier than sales
• Turning a 'No' into a 'Yes'
• Buying Facilitation vs. buyer facilitation
• The Future of Sales
• Why can’t a buyer make quicker buying decisions?
• How Do We Sell If We Don't Understand Needs?
• Sales 2.0: 5 Things You Shouldn't Expect
• Understanding Needs Does Not Close a Sale
• Why Sales Fail
• Voicemail, Gatekeepers and Other Obstructions to Sales Success
• Sales Recovery: How To Manage a Sale Going Wrong
• Change: It Doesn't Have To Be So Difficult
• Why Sellers Don't Close

See also

Sales

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