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.
Added: April 16, 2010
Authority: 55.8041
Type: Blog
Language: English
Category: B2B
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Winning the RFP business: a case study

Years ago I did a Buying Facilitation Method® program for a now-defunct group at KPMG. Before working with this team, they were using 2-4 people, spending between $500,000 and $1,000,000, and spending weeks creating large, glorious presentations to

How do you buy? Steps in a buying decision

People are getting confused about the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and buying decisions. Using a case study, let's look at how a real buying decision happens. When I began using the terms in the 80s my

Forecasting closed sales: how you will know when a buyer will close

As a sales manager, do you forecast sales that will close when your sales folks tell you they’ll close? As a sales professional, do you forecast which sales will close when your contact tells you they’ll be ready? Or when it seems to you



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