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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The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought ...

The Fallacy of Making Appointments

Do you want to make a sale, or an appointment? Does an appointment create a 'relationship' that will close the deal? Give you a higher probability of closing a sale? And how’s that working for you? Are you closing all the sales you deserve ...

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content...Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content. is a post from: SharonDrewMorge ...