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StrategyDriven Welcomes Sharon Drew Morgen

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The StrategyDriven family is proud to introduce Sharon Drew Morgen as our newest contributing author!

Sharon Drew is the developer of the Morgen Buying Facilitation Method®, a decision facilitation model that helps decision-makers recognize and manage the internal, behind-the-scenes issues that must be addressed in order to get the buy-in necessary to implement any change.

Sharon Drew is the author of The New York Times Business Bestseller Selling with Integrity, the Amazon Bestseller, Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it, and 5 other books on helping buyers manage their change management issues before they can make a purchase. She has written over 1000 articles, done over 40 podcasts and webinars, and has a blog that is currently ranked #6 of all sales and marketing blogs. Sample chapters of Sharon Drew’s work include:

Buying FacilitationTM has been trained on at several global corporations such as: KPMG, BOSE, Intuit, Wachovia, Dryfus-Mellon, Morgan Stanley, Kaiser, Proctor and Gamble, and DuPont. Sharon Drew is currently adding her content to Kadient playbooks and is speaking with other sales/marketing enablement companies to add Buying FacilitationTM to the front end of their current technology to help sellers enter the buyer’s buying decision journey earlier.

Do you understand your buyer’s buying journey well-enough to influence it?

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Are your buyers buying differently now – and you have not changed the way you sell?

On September 20-22, the developer of the decision facilitation model Buying Facilitation® will be running a rare public training program in Boston to teach you how to help buyers buy.

Sharon Drew Morgen, author of the NYTimes Business Bestseller Selling with Integrity and Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it, will be running her learning facilitation program for 18 participants.

Buyers are buying differently these days, and sales people need additional skills to offer real value add over the solution focus of the internet. Buying Facilitation® is the missing piece in the sales process: it helps buyers manage their behind-the-scenes issues that have become more complex than ever before, and gives sellers the ability to get inside with them.

Dirty Little Secrets is Sharon Drew’s latest ground-breaking book on systems, change, and decision making. It introduces Buying Facilitation®, teaching readers how change happens and the action decisions take place. Whether you are a sales exec, or a change consultant, this material is state-of-the art decision making material that will help sales close quickly (regardless of the industry or solution), and give sellers and change agents the tools to become servant leaders.

Register Today: take the program that is only rarely available in a public program setting. Join an exclusive group and get privately trained by the developer of Buying Facilitation®.

Sales only manages the needs assessment and solution placement end of the buying decision. But buyers have work to do before they can make a purchase: they must handle the political, rules/relationship issues that go on behind-the-scenes to get buy-in. And selling – even with the best technology and data – doesn’t go behind-the-scenes.

Buying Facilitation® is based on systems thinking and how change happens. It details, and helps influence, the buying/buy-in decision journey.

This is a rare opportunity to study directly with Sharon Drew. This program is for sales folks, change agents, and consultants.

Join Sharon Drew for 3 days on Monday – Wednesday, September 20-22, to discover:

  • how change happens – within the buyer’s environment;
  • how decisions get made – to buy, to implement a change;
  • how to formulate Facilitative Questions, use decision sequences for decision making, and help internal systems buy-in to a purchase quickly;
  • how to prospect, close, avoid objections and become part of the Buying Decision Team on the first call.

To register, http://www.newsalesparadigm.com/3day_bft.php
Syllabus: http://www.newsalesparadigm.com/ebooks/bft_3days.pdf

To contact Sharon Drew Morgen with questions about the program or the outcomes, contact: [email protected].

About Sharon Drew Morgen

Sharon Drew Morgen is the visionary behind Buying Facilitation®, the change management model that navigates through the decision making process. She’s written 7 books and over 1000 articles on this material. Her clients consistently achieve a 400-600% increase in revenue. Learn more about Sharon Drew Morgen and Buying Facilitation® at: www.sharondrewmorgen.com.

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

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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 39b – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 2 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:

  • what sales professionals need to understand about the internal changes buyers deal with as a part of the buying decision
  • business systems and how they fit into the buyer’s decision-making process
  • how sales professionals should deal with buyer’s assertions that a lower price is needed before the sale can be closed

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 rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online 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!

About the Author

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.

Podcast: Play in new window | Download (Duration: 33:00 — 45.4MB)

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

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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 rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online 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!

About the Author

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.

Podcast: Play in new window | Download (Duration: 1:08 — 1.6MB)

Subscribe: RSS

When Does Change Happen?

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StrategyDriven Change Management ArticleRecently, a client called to ask for help: she wanted her franchisees to add Buying Facilitation® to their sales skills so they could close more sales.

I sent them a couple of blog posts to help them rethink the differences between pushing a solution and first managing the change that a new solution would require. We then had a phone conference.

With a 2% close rate, these folks defended their current skills: by any rational standard they rejected the possibility of being more successful, preferring to maintain their status quo. Were they irrational?

I don’t believe in the words ‘irrational’ or ‘rational.’ Like all decision makers these folks made the best decision they knew how to make at that moment in time: they are being totally rational – within their unique system of beliefs and values. These folks are more comfortable with their status quo than they are with the prospect of change, even at the expense of more money and more clients.

What is Change?

Change isn’t just a matter of having a new thought, or adding a solution, or asking folks to take on different tasks because if people had agreed that something was wrong and knew how to change it congruently, they would have changed already. The environment people live in is the sum total of all of decisions to date.

Change requires that we somehow integrate the new with the decisions and behaviors we’ve already created and maintain daily. Until or unless we figure out how to reconfigure our rules, roles, relationships, and ego issues, we will take no action – even if it means sticking with something that’s less than successful.

Broken Change Models

No current change management or sales models handle this problem. Before you decide to change, answer the following:

  • What would you need to know or believe differently to know when it would be time to make a change?
  • What rules and roles and relationships in your current environment would need to be maintained in order to adopt change without disrupting the integrity of your system?
  • What is it about your status quo that would need to be addressed prior to planning change in order to ensure that anything new wouldn’t destroy what you already do successfully?

Because until or unless you can be assured that you can make a change that is integrous with who you are, and get the appropriate buy-in for change, you will do nothing.

The big question is: what sort of buy-in would you need? And how could you go about getting it in a way that would be acceptable and welcomed by the system.

About the Author

Sharon Drew Morgen is founder of Morgen Facilitations, Inc. (www.newsalesparadigm.com). She is the visionary behind Buying Facilitation®, the decision facilitation model that enables people to change with integrity. A pioneer who has spoken about, written about, and taught the skills to help buyers buy, she is the author of the acclaimed New York Times Business Bestseller Selling with Integrity and the new book Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it. She lives in Austin, Texas.