StrategyDriven Podcast Special Edition 39a – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 1 of 2

StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 39a – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 1 of 2 explores a new decision facilitation model that helps buyers (and those seeking change) manage the behind-the-scenes decision issues they have to handle privately before they get internal agreement to make a purchase. Sharon Drew also explains why the traditional sales model – that only handles needs assessment and solution placement – creates overly long sales cycles and loses such a high percentage of sales. During our discussion, she shares with us her insights and illustrative examples regarding:

• why the typical sales model is broken and the problems it causes
• why buyers don’t buy even when the offered solution is a perfect fit
• how adding a change management model as a front end skill will help close over 400% more sales as it teaches buyers how to get the needed buy-in and agreement to make a purchase

Additional Information

In addition to the invaluable insights Sharon Drew shares in Dirty Little Secrets and this special edition podcast are the resources accessible from her websites, www.NewSalesParadigm.com and www.BuyingFacilitation.com.   Sharon Drew’s book, Dirty Little Secrets, can be purchased by clicking here.

COMING SOON!
Look for our upcoming six-part StrategyDriven Podcast series on Making Change Work. These insightful podcasts will help you and your team understand the steps to gaining the buy-in and committed effort needed to implement change successfully. We’ll cover topics including:

• What is change? and Why is change so hard?
• What are systems, and how do they influence change?
• The Problems of Change Management: bias, resistance, and push
• If decisions are always rational, why are changees resisting?
• Why is buy-in necessary and how to achieve it?
• Putting it all together, a radical approach to change management: real leadership

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider voting for us on Podcast Alley by clicking here. Casting your vote for the StrategyDriven Podcast improves our ranking and helps us attract new listeners which, in turn, helps us grow our community. Thank you again for listening to the StrategyDriven Podcast!

Sharon Drew Morgen, author of Dirty Little Secrets, is the Founder of Morgen Facilitations, a sales training, consulting, and decision facilitation firm. Sharon Drew is the visionary and thought leader behind Buying Facilitation^®, the new sales paradigm that focuses on helping buyers manage their behind-the-scenes, offline, buying decisions. She has served many well known companies including: KPMG, Unisys, IBM, Wachovia, and Bose. Sharon Drew is the author of The New York Times Business Bestseller, Selling with Integrity, and the new bestseller, Dirty Little Secrets, as well as five other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy. To read Sharon Drew’s complete biography, click here.

---

FREE StrategyDriven Trial Membership Start your FREE trial membership* and receive: FULL ACCESS to StrategyDriven’s premium content for 14 days FREE COPY of a StrategyDriven Expert Contributor book† EVALUATE how StrategyDriven gives you a competitive advantage

* Free 14 day trial included with a monthly membership registration. A monthly recurring subscription of $9.95 will begin after the initial 14 day trial period. Memberships can be cancelled at any time. Premium Member access will continue until the free/paid subscription expires.

† Available only to those living within the United States after the first monthly membership payment is received. Name and address information required. Books typically valued from $14.95 – $29.95 USD. Book value is not guaranteed.

---

Related Articles:

1. StrategyDriven Podcast Special Edition 21e – An Interview with Duane Sparks, author of Sales Strategy from the Inside Out
2. StrategyDriven Podcast Special Edition 21b – An Interview with Duane Sparks, author of Selling Your Price
3. StrategyDriven Podcast Special Edition 14 – An Interview with Duane Sparks, author of Sales Strategy from the Inside Out
4. StrategyDriven Podcast Special Edition 16a – An Interview with Scott Davis, author of The Shift, part 1 of 2
5. StrategyDriven Podcast Special Edition 16b – An Interview with Scott Davis, author of The Shift, part 2 of 2