Sharon Drew Morgen (Books)

Sharon Drew Morgen Books

Morgen offers an off-kilter perspective on how systems of any kind can change congruently. She focuses on how we can enable each other to bring our brains, hearts, and authenticity to relationships and the workplace. Her thinking often breaks ingrained patterns, generating original ideas. She is the author of several bestsellers and numerous articles on change management, decision making, listening, marketing automation, and sales.

Dirty Little Secrets: Why Buyers Can't Buy And Sellers Can't Sell And What You Can Do About It

272 pages
10 hours of reading

Sellers often don’t close all of the sales they deserve to close. Why? The sales model itself fails to address the off-line issues buyers must manage before making a buying decision. Dirty Little Secrets takes the reader behind the scenes to understand how buyers buy, and offers tools to help them. Dirty Little Secrets exposes the problems with sales that have resulted in over 90% failure rates, and offers front-end decision facilitation tools to mitigate the failures.Until now, sales books have focused on helping buyers through the solution-placement end of the buying decision. No other book takes the seller through the behind-the-scenes issues that buyers must address before they get buy-in for a solution.This is not a sales book, but a sophisticated examination of systems, change, and decision making to help sellers close more, find more prospects, and greatly minimize the sales cycle. This book is essential for any serious student of sales.Do you want to sell? Or have someone buy?