Sharon Drew Morgen challenges conventional sales thinking and broadens the selling view to consider a more holistic environment she terms Buying Facilitation®. She contends buyers have many "off-line" decisions they must address which are outside of the initial problem or solution approach many sales people practice today. Sellers need to understand they have to do things differently to succeed in today's challenging environment. Listen in for ideas on how you can better do that.
Sharon Drew Morgen is the bestselling author of NY Times Business Bestseller "Selling with Integrity" and 5 other books and 800 articles on her original collaborative decision-support model Buying Facilitation. Based on supporting the buyer's internal (management) decisions, the material has been trained worldwide, in global corporations such as Coors, Wachovia, Intuit, KPMG, IBM, and retail corporations such as Clinique. Her new book Dirty Little Secrets is due for release this month.
Alice Kemper and Nancy Bleeke share best practices on sales meetings. They know sales managers and sales people have a lot on their plates these days and it is more important than ever to ensure sales teams are productive, energized and at the top of their game. The STICK acronym by itself is well worth your time to listen just to have a format for future sales meetings.
Alice Kemper from Sales Training Consultants in Boca Raton Florida and Nancy Bleeke from SalesPro Insider located in Wisconsin have teamed up to bring you Sharpenz - half hour of power. Their multitude of sales boosters are specially designed to help sales managers increase profitability and productivity of their sales teams.
Kendra bills herself as a "prospect attraction expert" and has the experience and sales track record to back it up. She shares her thoughts on power prospecting and says there are two fundamental components you need to stand out. One is the mix of approaches you use to catch peoples attention, and how you effectively use these techniques to create campaigns to get yourself noticed. Kendra points out all best sellers are doing pretty much the same thing so you need to distinguish yourself, to help prospects imagine who you are and make them feel like they can relate to you. Listen in for ideas on how to do this.
Kendra is the author of the award wining book "Selling Against the Goal"; she was a top IT seller before becoming a coach and consultant and is widely recognized as a Prospect Attraction Expert.
