Sharon Drew Morgen - Home of the Buying Facilitation® Method

SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change ma..

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SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change management issues related to B2B, management, decision making, and sales.
URL: http://sharondrewmorgen.com
Added: April 16, 2010
Authority: 55.8041
Type: Blog
Language: English
Category: B2B
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What Is Change?

Every decision we make, every new job we tackle, every new idea we have, involves change. What is it? Why is it so difficult? I’ve recorded a 6 part series on change: what it is, what it does, why it’s so hard, and what we need to do differently

Use Cold Calls To Sell, Not Make Appointments

There is no reason to try to make an appointment with a cold call. Think about it. 1. Who will take the appointment? Only those already seeking a solution, so the moment you enter you’re already in a competition. 2. You have no idea if the person y

Two Cold Call Case Studies

#1 C: Hello, Sharon? Joe from Mimeo calling. How you doin’ today? [I assume he was attempting to be intimate, not knowing that anyone intimate with me would never call me ‘Sharon.’] SDM: Do you know if that’s my correct name? C: I do know. It



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