StrategyDriven Consultative Selling Knowledge Center

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Without adequate sales, any organization will fail – yet even star sales persons experience low conversion rates and long sales cycles. And with today’s abundance of easily accessible product pricing and performance information these individuals face increasing pressure to lower product costs and increase value. With the company’s future on the line, the question becomes: How can sales professionals increase sales, protect margins, and avoid the race to the bargain basement?

StrategyDriven’s Consultative Selling Knowledge Center focuses on the consultative selling tools and techniques executives, managers and sales professionals can use to improve their organization’s sales effectiveness; helping them increase their product and service value and convert more potential customers into buying clients. During the five part podcast series comprising this knowledge center, we focus on:

  1. Action Selling examines the method for establishing and building business relationships; enabling sales professionals to better engage and understand their client’s needs in order to provide greater value and increase sales.
  2. Selling Your Price further explores how the Action Selling process is used to help clients understand they are not purchasing a commodity product but rather one that is highly differentiated by the value you and your company offer.
  3. Questions: The Answer to Sales explores how asking questions enables salespeople to better understand their client’s needs and align their product or service offerings to fulfill those needs; establishing the salesperson as a value-adding consultant rather than a commodity seller.
  4. Masters of Loyalty explores how professional salespeople can move customers beyond being merely satisfied to true loyalty such that they have stopped shopping and are highly resistant to competitors’ appeals.
  5. Sales Strategy from the Inside Out examines how businesses employing a consultative sales method realize dramatically increased revenues.

About the StrategyDriven Expert Contributor

The StrategyDriven Consultative Selling Knowledge Center is co-presented by Duane Sparks, Chairman and Founder of The Sales Board, a Minneapolis-based strategic sales training company that has trained and certified more than 350,000 salespeople in more than 3,000 groups in the system and skills of Action Selling. He has written five sales books, personally facilitated more than 300 Action Selling training sessions and continues to engage in the business and art of the strategic sales process. To read Duane’s complete biography, click here.

The Hidden History of the Financial Crisis

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From Wall Street to Pennsylvania Avenue, everyone involved in the Financial Crisis of 2008 seems to blame everyone else but themselves for the devastation that has impaired the American economy and that of the world. In this PBS Newshour video, Business and Economics Correspondent Paul Solman meets with Bethany McLean (famous for breaking the Enron story) and Joe Nocera, co-authors of All the Devils Are Here: The Hidden History of the Financial Crisis, to discuss the events leading up to the financial crisis and each participants contribution to making it happen.

Click here to access a full transcript and mp3 audio file of this video.

The Chinese Currency Debate – What is behind the concerns

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Politicians and economists have long worried about the global trade implications of China’s practices to control the value of their currency. This PBS Newshour video, hosted by Business and Economics Correspondent Paul Solman, explains why Chinese currency controls are of concern to the Unites States, Europe, and South American countries.

Click here to access a full transcript and mp3 audio file of this video.

Refusing to Hire the Unemployed

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Wendy Powell, author of Management Experience Acquired, was a recent guest on NBC’s Daytime; sharing her insights on:

  • why employers are refusing to hire the unemployed
  • what unemployed individuals can do to overcome this obstacle
  • how unemployed individuals should handle questions about their previous employer during an interview

Wendy Powell on the StrategyDriven Podcast

Earlier this month, we were privileged to talk with Wendy about her new book, Management Experience Acquired, on the StrategyDriven Podcast. Listen as we explore the techniques managers need to know in order to effectively deal with the diverse employee issues that occur in today’s workplace environment.

Podcast: Play in new window | Download (Duration: 30:13 — 41.5MB)

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Sharon Drew Morgen

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Developer
Buying FacilitationTM

and

Principal Contributor, StrategyDriven

 
 
Sharon Drew Morgen is a thought leader and visionary in the area of change management and decision making. She has developed a change management and decision facilitation model that helps people address the buy-in issues associated with making every decision. Sharon Drew has worked in the field of sales for over 20 years and has trained over 20,000 people to help buyers manage their behind-the-scenes decision issues and buy more efficiently.

As a person thriving with NLD (non-verbal learning disorder), Sharon Drew perceives the world in systems. With this gift, she can hear/feel how change and decision making occur in people-systems and how to influence them in a way that supports buy-in from all elements; thereby enabling congruent change. She has spent the greater part of her life breaking apart her experience in a way that makes it possible for others to learn how to achieve buy-in and enable decision making; an integral component of the decision facilitation model she teaches.

Part of Sharon Drew’s Morgen Buying Facilitation Method® is a decision making model that enables the systemic change necessary for buying, for change management, for negotiating, and for coaching. Complimenting this model is a new form of question that works with targeted brain functions to collect the criteria necessary for decisions making.

For the past 22 years, Sharon Drew has been writing, speaking, training, and consulting with global corporations to help their sales groups as well as offer new win-win negotiation skills, leadership and management skills, and team building skills, all using her Morgen Buying Facilitation Method®. For most of that time, she has worked with visionary managers to bring this new sales paradigm into their organizations. Her work is gaining acceptance by more mainstream sales professionals, especially in the marketing automation and sales enablement fields.

Sharon Drew has written 7 books on Buying FacilitationTM as well as over 1000 articles and 400 blog posts. Her book, Selling with Integrity, was on The New York Times Business Bestseller’s list. Her blog is ranked #6 of all sales/marketing blogs on the net. Sample chapters of Sharon Drew’s work include:

Sharon Drew has a son, George, who suffers from Generalized Torsion Dystonia. As a result, she founded the Dystonia Society in 1984 to help individuals with this neurological disease receive the implements they need to live more comfortably. The Dystonia Society now serves over 10,000 people in Europe and Isreal.