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Sales

Don’t Give Away Free Programs
Sunday, 7 Sep, 2014
Don’t Give Away Free Programs

Offering free programs to prospects is a massive waste of resource: not only are you trying to get prospects you don’t know to spend time they don’t have to do

Join Sharon Drew Morgen in her Austin loft for Buying Facilitation® Training
Monday, 1 Sep, 2014
Join Sharon Drew Morgen in her Austin loft for Buying Facilitation® Training

Until now, I’ve trained Buying Facilitation® only in large corporations….

Why Buyers Aren’t Buying
Monday, 18 Aug, 2014
Why Buyers Aren’t Buying

You offer information well before prospects know what to do with it.
You offer information well before prospects have assembled…

What Makes A Prospect A Buyer?
Tuesday, 12 Aug, 2014
What Makes A Prospect A Buyer?

A colleague recently said he was waiting for a deal to close. How did he know it would close?

It’s the Consensus, Stupid*
Monday, 14 Jul, 2014
It’s the Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or

A Purchase Is Not An Isolated Event
Tuesday, 8 Jul, 2014
A Purchase Is Not An Isolated Event

Why does the sales model merely focus on placing solutions when it’s last step buyers take during…