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Sharon Drew Morgen - Home Of Buying Facilitation® Blog posts cutting edge thinking in decision facilitation and Buying Facilitation®, and other change management issues related to B2B,
Why We Get Objections
2017-06-26 14:59
For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast oppo… Read More
Floating Suburbia: My Journey To The River
2017-06-19 14:53
After years of living in Austin, seeking ways to shield myself from the arrogant people and the blazing, constant heat, I decided it was time to move (For those thinking of moving to Austin:… Read More
Some Truths About Systems
2017-06-12 14:59
As a Change Facilitator, I often get asked about the nature of decision making, change, and buy-in. Since folks are often surprised that my responses have such a sharp focus on systems… Read More
2017-06-05 14:16
Dear Friends: Lately, everyone I know is complaining about how busy they are. It’s really beginning to annoy me. So I thought I’d write you this personal note – a rant, I s… Read More
Trust: What It Is, And How To Initiate It
2017-05-09 14:06
Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to achieve? And how… Read More
Selling Ideas To Colleagues
2017-04-24 16:12
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… Read More
Sell To Prospects Who CAN Buy
2017-04-10 17:28
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 clo… Read More

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