Sharon Drew Morgen - Home of Buying Facilitation®

Buying Facilitation® Monday

Cranky Tuesday

Reviews Thursday

Sales Friday

Manage the sale, don’t just make it

The sales model does needs assessment and solution placement. It does not manage the entire sale. Buyers... More

Buying Facilitation® Books

He’s in a Meeting – or is he? Working with Gatekeepers

I recently made a cold call. I actually make a few of them daily as a way to introduce people to the concept... More

My Sites

How To Learn Buying Facilitation®

Learning Resources

For webinars, articles and podcasts, click here

Partners & Affiliates

Check out all of my friends, partners & affiliates

A buying decision is a change management problem

The sales model focuses on needs assessment and solution... More

Qualifying Leads: why lead scoring is inadequate

Here are some numbers I’ve recently read: through marketing... More

Great Leads, No Business: the problem with marketing automation

Marketing automation people are techies... More

Closing Leads: the challenge of marketing automation

Marketing automation works. By saying the right thing... More

Lead Scoring Misses the Point

Let’s say you are in the sweet spot of lead scoring for potential vendors... More

A buying decision is based on more than need.

Because the ultimate goal of sales is product placement, technology, presentations, pitches, and information gathering are... More

Deliver the Right Content at the Right Stage of the Buy-Path

Recently, I asked 15 marketing automation leaders to define Lead Scoring for me.... More

Contact sheets: are they gathering the right data?

Are your contact sheets giving you the sort of data that helps you... More

Marketing Automation can facilitate the entire buying decision path

In order to sell more when using marketing automation technology, we need to... More

See all marketing automation articles