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Sharon Drew Morgen - Home Of Buying Facilitation® Blog


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SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and Buying Facilitation®, and other change management issues related to B2B,
How Sales Overlooks Buyers: Essay And Q&A
2017-09-11 16:07
In 1993, when my first book cam out and before he died, David Sandler called to buy out my Buying Facilitation® model. We couldn’t agree on terms, but he was excited by my differen… Read More
What Exactly Is An Opportunity?
2017-08-28 15:09
The hot new sales tool is Opportunity Management automation. Just another in a long list of New New Things that seem like THE answer to THE way to efficiently close more sales. But is it? Ov… Read More
Why Buyers Buy
2017-08-14 16:16
I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That w… Read More
Do You Want To Sell? Or Have Someone Buy?
2017-07-31 12:42
Part 1 of a 2 part series on understanding a buyer’s needs.Do you know the difference between how you sell and how buyers buy-and why the difference? After a conversation with my colle… Read More
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

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