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Articles tagged with: Dirty Little Secrets

“Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it”
Thursday, 15 Oct, 2009
“Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it”

HERE IT IS!

I’m proud to announce the launch of my seminal work, my most prized issue (after my wonderful son, of course), and the gift I am here to offer. In this book, I think I’ve finally found the voice to do that – to write about change, and decisions and serving. It’s taken a few […]

“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled
Wednesday, 14 Oct, 2009
“Dirty Little Secrets” launches tomorrow: 3 more secrets unveiled

Yesterday I gave you 3 ‘secrets’ from the Conclusion of my new book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it.
An answers for those of you who have asked how this book differs from some of my other books, and then I’ll give you 3 more ‘secrets.’
This […]

Two Days to Launch: a sneak preview of 3 of the Dirty Little Secrets
Tuesday, 13 Oct, 2009
Two Days to Launch: a sneak preview of 3 of the Dirty Little Secrets

Just to whet your appetite, here are three of the  ‘dirty little secrets’ from my the Conclusion of my new book. Enjoy.
2. Buyers will make no purchasing decisions until they get buy-in from the components (people, policies, initiatives, groups) that are in any way connected to, or adjacent to, their
Because we invariably meet our […]

“Dirty Little Secrets” Does the Field Really Need a New Sales Book?
Monday, 12 Oct, 2009
“Dirty Little Secrets” Does the Field Really Need a New Sales Book?

There have been almost as many sales books written as there have been cook books.
But none have ever been written on how to influence, understand, manage, or support the full complement behind-the-scenes, personal/policital and non-need-related elements in a buyer’s decision to purchase.
Sales books manage the solution sale: understanding needs, ‘getting in’, handling cold calls, closing, or objections. Using […]

How Does Sales Make Our Job Harder?
Friday, 9 Oct, 2009
How Does Sales Make Our Job Harder?

One of the ‘dirty little secrets’ in my new book is this: because the model of sales is focused on understanding needs and placing solutions, and doesn’t have the tools to help manage the behind-the-scenes issues that buyers must manage internally before they can purchase anything, we fail far more than we should. And we end […]

Sharon Drew speaks with Lee Glickstein
Friday, 2 Oct, 2009
Sharon Drew speaks with Lee Glickstein

Lee – of Relational Presence and author of “Be Heard Now” – and I recorded a podcast. He’s my speaking coach, and a master of authenticity.
Lee interviewed me about the sales model, and how “Dirty Little Secrets” moves the sales model forward. Enjoy.
Click here to listen to the interview.
Listen to Sharon Drew Morgen speak on MaestroConference […]