Buyers want to solve a problem in a way that causes the least disruption, and the last thing they want to do is bring something new into their environment. But until the stakeholders (decision makers, influencers, appropriate managers) agree that making a purchase is the only way to get where they want to end up, […]
As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-07 06:00:422016-06-11 15:23:24How Much Time Do Sales People Waste?
A good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.” He is correct. He writes, “Referability means that your very best clients and customers are continually cloning themselves – continually introducing you to those like themselves or better than themselves.” Well, […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-10-05 06:00:102016-08-07 22:19:59Becoming referable is a matter of earning, not asking.
80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-30 06:00:432016-06-11 15:25:29We Close Only The Low Hanging Fruit
Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. Or it takes them much longer than they anticipated. What happened? Are they […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-16 10:30:112016-06-11 15:28:03How Do Buyers Choose One Solution Over Another?
Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance. Information Causes Resistance For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-09-02 06:00:582016-06-11 15:29:32Why do we gather information from buyers?
One never forgets their first mentor. I have had several great ones, who in turn taught me the value of passing it on to others. That’s why I advise businesses, write books, speak at conferences and more. That first great mentor sticks with you always. Mine was legendary humorist and media figure Cactus Pryor. He […]
https://www.strategydriven.com/wp-content/uploads/HankMoore2.jpg333290StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-28 06:27:462016-05-11 14:40:15The Big Picture of Business – Tribute to a Great Mentor. Remembering Cactus Pryor.
A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
https://www.strategydriven.com/wp-content/uploads/SharonDrewMorgen1.jpg300300StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-26 06:00:252016-06-11 15:26:36What Should Coaches Be Listening For?
Are you prepared to get vaporized? During the past twenty years I’ve worked with companies all over the world, big and small, helping them to craft a strategy so they can transition from the old world of producing physical products to a new world in which most things tangible – products, devices, stores, and even […]
https://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.png00StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-10 11:00:322016-01-30 21:22:00Strategies for Success in a Dematerialized World
I began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or […]
https://www.strategydriven.com/wp-content/uploads/JeffreyGitomer.jpg218156StrategyDrivenhttps://www.strategydriven.com/wp-content/uploads/SDELogo5-300x70-300x70.pngStrategyDriven2015-08-10 06:00:072016-08-07 20:43:12What can you do to get better? Follow the masters.
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Business Programs
Change management and sales: influencing the buying decision path
/in Change Management, Marketing & Sales/by Sharon Drew MorgenBuyers want to solve a problem in a way that causes the least disruption, and the last thing they want to do is bring something new into their environment. But until the stakeholders (decision makers, influencers, appropriate managers) agree that making a purchase is the only way to get where they want to end up, […]
How Much Time Do Sales People Waste?
/in Business Communications, Marketing & Sales/by Sharon Drew MorgenAs sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, get to the right people who will know how to buy us, and […]
Becoming referable is a matter of earning, not asking.
/in Business Communications, Marketing & Sales/by Jeffrey GitomerA good friend gave me a book about building your business through referrals. The author believes, “The best marketing strategy is to be referable.” He is correct. He writes, “Referability means that your very best clients and customers are continually cloning themselves – continually introducing you to those like themselves or better than themselves.” Well, […]
We Close Only The Low Hanging Fruit
/in Decision-Making, Marketing & Sales/by Sharon Drew Morgen80% of your prospects will buy a solution similar to yours within 2 years of your connection, but not from you; your relationship-building, price breaks, marketing campaigns, etc. are irrelevant until they have their ducks in a row and are ready to bring in a solution. Indeed: the time it takes buyers to manage changes […]
How Do Buyers Choose One Solution Over Another?
/in Marketing & Sales/by Sharon Drew MorgenYour solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. Or it takes them much longer than they anticipated. What happened? Are they […]
Why do we gather information from buyers?
/in Marketing & Sales/by Sharon Drew MorgenInformation, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance. Information Causes Resistance For some reason, we maintain a long-standing belief that if we offer the right people the right information at the right time, presented in the right way, those it’s intended to influence […]
The Big Picture of Business – Tribute to a Great Mentor. Remembering Cactus Pryor.
/in Talent Management/by Hank MooreOne never forgets their first mentor. I have had several great ones, who in turn taught me the value of passing it on to others. That’s why I advise businesses, write books, speak at conferences and more. That first great mentor sticks with you always. Mine was legendary humorist and media figure Cactus Pryor. He […]
What Should Coaches Be Listening For?
/in Business Communications, Customer Relationship Management, Decision-Making/by Sharon Drew MorgenA coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence that all coaches seek, it’s necessary to avoid the listening filters that could prejudice the interaction, such as: Bias. […]
Strategies for Success in a Dematerialized World
/in Innovation/by Robert TercekAre you prepared to get vaporized? During the past twenty years I’ve worked with companies all over the world, big and small, helping them to craft a strategy so they can transition from the old world of producing physical products to a new world in which most things tangible – products, devices, stores, and even […]
What can you do to get better? Follow the masters.
/in Management, Marketing & Sales, Practices for Professionals/by Jeffrey GitomerI began this year in retrospect by reading a 60-year-old book on the masters of selling. The book, titled “America’s Twelve Master Salesmen,” was written and published by B.C. Forbes & Sons in 1953. The book was based on the fact that each one of these master salespeople had one extremely powerful overriding principle or […]