By Sharon Drew Morgen

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Selling Ideas to Colleagues

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners – to approve and help develop the implementation. You put together a great deck that makes your case professionally, rationally, and clearly. Your colleagues respond wonderfully – you get great feedback and they say they’ll begin moving the idea […]

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Sell to Prospects who CAN Buy

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of resource finding different ways to touch the same people as your competition touches […]

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Listening Biases: How Influencers Unwittingly Restrict Possibilities

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you assume the responses to your questions provide an accurate representation of the full fact pattern […]

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Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and providing data. But it’s possible to make them even more efficient. Here’s a question to start thinking about Buyer Personas from a different angle: Do you want to sell/market? Or have someone buy? You need both, of course. But right now your Personas […]

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What is Buying Facilitation®? What sales problem does it solve?

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding only those who have completed those tasks and deem themselves ready to engage – the low hanging […]

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How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It’s just another element along the buyer’s decision path that must be addressed, and can be directed, codified, and influenced – but not with a sales hat on. Let’s consider the, um, status quo: When does a buyer […]

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The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of  ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought I understood buyers well-enough to become one. But I was wrong. My new role taught me the differences […]

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Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet using conventional models and questions it’s inevitable that your interactions will have bias, and will unwittingly restrict possible outcomes […]

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The How of Heart

Collaboration. Empowerment. Win/Win. Integrity. Authenticity. We’re finally recognizing the efficacy of acting with humanitarian values! But how do we DO it? How do we know when, or if, to change our comfortable communication patterns? How do we modify any unconscious behaviors to make new habitual choices and recognize when what we’re doing no longer is sufficient?

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The Discipline of Listening

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey. We hear their words, of course, but we often end up interpreting them well outside the intent of the Speaker. I spent 3 years researching and writing on this topic for a book, (What?) and […]

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