I approach both speaking and training with extreme passion and dedication to change:

1. I adore doing keynotes (I love provoking new thinking, and giving old thoughts a nudge or two), and blowing apart business myths that hinder true success and Excellence.
2. I work very much with the energy of the audience. We all end up feeling like we’re in a living room together, no matter whether there are 150 people or 1500 people. We learn, play, laugh, reconsider, stretch, while new ideas form and old ideas get questioned.
3. My audiences walk away debating new ideas for days, adopting new ideas immediately, passionately disagreeing with my thinking – but questioning their own as a result. I see the world differently – I can explain every human aspect of a buyer’s decision journey, or a change management implementation, or a collaboration, or a negotiation, and show how it can be influenced, with integrity.
4. My talks – regardless if the topic is sales, or buying, or buy-in, or the economy, or change –  move folks beyond their status quo: I’m not called a Thought Leader for nothing! I genuinely see the world in systems, and can notice where they are stuck, or need to expand, to enable possibility and Excellence.
5. My clients have been global and across industries and professions: I’ve trained and spoken to sales professionals, negotiators, management teams, coaches, lawyers, and even dentists (folks need to decide to floss, right?). If you want to think differently, get ready for change, or learn how decisions get made and  how to influence them, pick me.

WHAT MAKES ME DIFFERENT?

I’ve actually coded the decision making process underlying all unconscious/conscious change and have developed a scalable model that can help others navigate through their choices with integrity. It’s a great way to enter the off-line world of the buyers and help them navigate through their buying journey. A wonderful tool to help managers work together effectively, have supervision and leadership skills, and run efficient meetings. Very important for customer service people. Amazing for buying teams and procurement officers. Even wonderful for helping people involved in coaching, parenting, or in any influencing situation. My work has been used in large negotiations, taught at a well-known university in the Leadership Development area, and used by a group of PhD Educators to develop parent/teacher programs.

I’m fun, passionate, and very very alive. I’ll run a training program that teaches lifelong skills and promotes real change and very impressive results. I’ll do a keynote that will make your group re-consider and challenge their current behaviors and status quo, with plenty of action items. At the very least, I’ll incite very relevant conversations that will encourage your own new ideas.

Here are a couple of videos of me speaking. Have a look/listen, and get back to me with questions: SharonDrew@newsalesparadigm.com. And if you’re looking for an exciting speaker to have you view the world with different possibilities, let me know.

Speaking Topics | Testimonials

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Initial 5 minute clip:

Speaking/Teaching video:

Recommending…….. Me! is a post from: SharonDrewMorgen.com

Transcript:

You are a good sales person. You recognize a need, know how to position your product, and relate with the buyer with great care and respect. So whats going wrong? Why do you only close less than 10% of your prospects?

Its not you, and its not your product. The sales model is broken. It only manages the product placement end of the buying decision cycle. To close more sales, first focus on leading buyers through their mysterious internal issues the people, the policies, the current vendors, the initiatives all of those things that we can never understand and certainly know nothing about, that maintain their status quo. Until or unless the elements that in any way touch an Identified Problem have bought in to any change, or bringing in a new solution, no purchasing decision will get made.

Break the sales cycle into two distinct skill sets: first, help the buyer navigate their buying environment. Once they have achieved buy-in, you can then place your product.

Video produced by CanDoGo. Sharon Drew Morgen is one of the exclusive experts for CanDoGo, a company that delivers concise advice for sales, leadership, personal development, and motivation over the Web.

Video: Why Sales Fail is a post from: SharonDrewMorgen.com

Buying Facilitation helps buyers recognize these criteria, and gives sellers the tools to maneuver buyers through all of the hidden dynamics that go on within their workplace that sellers cannot be privvy to. But sometimes, just sometimes, there are a few, um, glitches.

This video was sent to me by my friend Gil Friend who is a leader in green business and sustainability (and a long time visionary who has been holding the space for almost as many years as I have… and thank goodness for people like him or the world wouldn’t be changing) (http://blogs.natlogic.com/friend/). And, sadly, it’s a hoot. It certainly plainly describes when our customers have their own agenda, and we have no clue how to go beyond our proscribed approach to selling our product. Let’s always remember that buyers have very different buying patterns than our selling patterns.

Enjoy. And have a look at www.newsalesparadigm.com if you are ready to help buyers manage their subjective decisions with you.

The Vendor Client Relationship is a post from: SharonDrewMorgen.com