Comments on: Why Sales Fail

By: Why Aren’t Our Prospects Buying: the problem sales can’t solve | Sharon Drew Morgen

Mon, 13 Feb 2012 14:22:51 +0000

[...] problem with sales is that it treats an Identified Problem (or need) as if it were an isolated event. It’s not. The ‘need’ sits within a system [...]

By: Selling doesn’t cause buying | Sharon Drew Morgen

Selling doesn’t cause buying | Sharon Drew Morgen — Tue, 10 May 2011 13:56:18 +0000

[...] numbers (closing percentages, total calls, etc.), and consider the objections, the price issues, the delayed sales cycles, the excuses, and those who just, well, disappear, don’t you realize these same problems [...]

By: large pot sale

large pot sale — Fri, 03 Dec 2010 10:47:00 +0000

I’ll back again for sure, thanks for great article :D

By: large pot sale

large pot sale — Sun, 07 Nov 2010 08:37:00 +0000

Oh!…that’s great helpful, it’s so right to me! Million thanks for the article,

By: BuyING Facilitation® vs BuyER Facilitation revisited | Sharon Drew Morgen

BuyING Facilitation® vs BuyER Facilitation revisited | Sharon Drew Morgen — Tue, 13 Jul 2010 16:52:25 +0000

[...] Buying Facilitation® is basically a change management model; every purchase is a change management problem because of the internal, private issues that buyers must resolve. Unfortunately for sellers, these internal (often political) issues have little to do with their need or our solution, and we sit and wait while buyers to do this on their own: until they get the necessary buy-in and re-organize around a new solution, they can’t make a purchase. Sales just doesn’t address this end of the buyer’s journey. (See Why Sales Fail) [...]