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IBM Cloud Authors: Carmen Gonzalez, Elizabeth White, Yeshim Deniz, Pat Romanski, Cloud Best Practices Network

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Keynote Speaker & The Visionary Behind Helping Buyers Buy & Assembling the Buying Decision Team

Sharon Drew Morgen is the visionary thinker on the buying decision capability and developer of Buying Facilitation®. She has trained sales teams in many global corporations in facilitating the buying decision experience. Sharon Drew is the author of the NYTimes Business Bestseller Selling with Integrity.

Sharon Drew has taught over 25,000 sales professionals how to facilitate buying decision. As the thought-leader behind what it takes for buyers to make purchasing decisions, Sharon Drew has taught sellers how to think beyond their solutions and not only teach buyers how get necessary buy-in, but how to determine the buying decision team at the beginning of the solution choice process.

A recognized thought leader and original thinker, Sharon Drew has written 7 books on how buyers buy, including the Amazon Bestseller Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what  you can do about it. She has published over 1000 articles in magazines such as Leadership Excellence, appeared on CNN and CNBC, has been interviewed in, Inc., Selling Power, Success and Entrepreneur magazine and has a blog that is consistently ranked in the top 10 of all sales/marketing blogs. As the person responsible for adding the focus of buying decisions to sales, she coined the terms Buying Decisions, Buying Patterns, and Buying Decision Team.

Here’s a partial list of training clients: Intuit, Morgan Stanley, KLM, IBM, HP, Bose, FedEX, GE, Qwest, Unisys, KPMG, DuPont, California Closets, Cancer Treatment Centers of America.

Partial list of speaking programs: Society of Decision Professionals, Association of Image Consultants, The Art of Sales, National Association of Women Sales Professionals, Institute of Sales & Marketing Management, SMEI – Sales & Marketing Professionals.
Contact Sharon Drew Morgen today for booking Speaking Engagements

 

 

Keynote Speaker & The Visionary Behind Helping Buyers Buy & Assembling the Buying Decision Team is a post from: SharonDrewMorgen.com

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More Stories By Sharon Drew Morgen

Sharon Drew Morgen is the visionary and thought leader behind Buying Facilitation® the new sales paradigm that focuses on helping buyers manage their buying decision. She is the author of the NYTimes Business Bestseller Selling with Integrity as well as 5 other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy.

Morgen dramatically shifts the buying decision tools from solution-focused to decision-support. Sales very competently manages the solution placement end of the decision, yet buyers have been left on their own while sellers are left waiting for a response, and hoping they can close. But no longer: Morgen actually gives sellers the tools to lead buyers through all of their internal, idiosyncratic decisions.

Morgen teaches Buying Facilitation® to global corporations, and she licenses the material with training companies seeking to add new skills to what they are already offering their clients. She has a new book coming out October 15, 2009 called Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it which defines what is happening within buyer’s cultures (systems) and explains how they make the decisions they make.

Morgen has focused on the servant-leader/decision facilitation aspect of sales since her first book came out in 1992, called Sales On The Line.
In all of her books, she unmasks the behind-the-scenes decisions that need to go on before buyers choose a solution, and gives sellers the tools to aid them.

In addition, Morgen changes the success rate of sales from the accepted 10% to 40%: the time it takes buyers to come up with their own answers is the length of the sales cycle, and her books – especially Dirty Little Secrets – teaches sellers how to guide the buyers through to all of their decisions, thereby shifting the sales cycle from a failed model that only manages half of the buying cycle, to a very competent Professional skill set.

Morgen lives in Austin TX, where she dances and works with children’s fund raising projects in her spare time.

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