Sharon Drew Morgen - EzineArticles Expert Author http://EzineArticles.com/expert/Sharon_Drew_Morgen Wed, 15 Feb 2012 06:56:25 -0600 Sharon Drew Morgen - EzineArticles Expert Author http://EzineArticles.com/expert/Sharon_Drew_Morgen http://EzineArticles.com/images/ea_logo.jpg en-us Copyright 2012 EzineArticles.com - All Rights Reserved. Fri, 11 Nov 2011 14:51:48 -0600 An Intelligent Contact Sheet http://EzineArticles.com/6686730 http://EzineArticles.com/6686730 Fri, 11 Nov 2011 14:51:48 -0600 First Contact: What to Do, Why, and How to Get Better Results http://EzineArticles.com/6671067 http://EzineArticles.com/6671067 Fri, 04 Nov 2011 15:49:25 -0500 9 Sales Steps That Influence a Buying Decision http://EzineArticles.com/6660710 http://EzineArticles.com/6660710 Mon, 31 Oct 2011 16:13:37 -0500 A Buying Decision Is a Change Management Issue http://EzineArticles.com/6512131 http://EzineArticles.com/6512131 Mon, 31 Oct 2011 09:27:32 -0500 Selling With Integrity http://EzineArticles.com/6571617 http://EzineArticles.com/6571617 Mon, 31 Oct 2011 09:21:23 -0500 You Think You Know Your Buyer - You Don't http://EzineArticles.com/6616289 http://EzineArticles.com/6616289 Mon, 31 Oct 2011 09:18:15 -0500 The Differences Between the Solution Sale and the Buying Decision: Let's Go to a Wedding http://EzineArticles.com/6646597 http://EzineArticles.com/6646597 Fri, 28 Oct 2011 12:38:07 -0500 Why Your Sales Cycle Is So Long (Hint: It's Not About Your Solution) http://EzineArticles.com/6656236 http://EzineArticles.com/6656236 Fri, 28 Oct 2011 11:40:37 -0500 How Much Time Do Sales People Waste? http://EzineArticles.com/6641611 http://EzineArticles.com/6641611 Mon, 24 Oct 2011 20:34:29 -0500 But I Talk to Everyone This Way: The Difference Between Selling Patterns and Buying Patterns http://EzineArticles.com/6611624 http://EzineArticles.com/6611624 Fri, 07 Oct 2011 13:38:43 -0500 Wait Until the Buying Decision Team Is in Place to Visit or Pitch http://EzineArticles.com/6601654 http://EzineArticles.com/6601654 Fri, 07 Oct 2011 13:36:12 -0500 Where Does Selling Begin? Activate the Buying Journey Immediately http://EzineArticles.com/6586949 http://EzineArticles.com/6586949 Tue, 27 Sep 2011 12:42:32 -0500 What Is a Seller's Priority? http://EzineArticles.com/6566344 http://EzineArticles.com/6566344 Wed, 21 Sep 2011 11:06:19 -0500 12 Dirty Little Secrets: Why Buyers Don't Buy http://EzineArticles.com/6555813 http://EzineArticles.com/6555813 Tue, 13 Sep 2011 11:24:22 -0500 Don't Make Your Issue the Customer's Problem http://EzineArticles.com/6551041 http://EzineArticles.com/6551041 Mon, 12 Sep 2011 12:42:28 -0500 Do You Really Understand How Your Buyers Buy? http://EzineArticles.com/6526798 http://EzineArticles.com/6526798 Tue, 30 Aug 2011 14:29:46 -0500 Marketing Automation Can Facilitate the Entire Buying Decision Path http://EzineArticles.com/6522154 http://EzineArticles.com/6522154 Fri, 26 Aug 2011 11:29:33 -0500 Does the Sales Model Do What We Need It To Do? http://EzineArticles.com/6502535 http://EzineArticles.com/6502535 Fri, 19 Aug 2011 08:43:28 -0500 9 Easy Ways to Get Your Brand Recognized http://EzineArticles.com/6492569 http://EzineArticles.com/6492569 Tue, 16 Aug 2011 10:25:42 -0500 Solution Selection: Do We Know How Buyers Choose One Solution Over Another? http://EzineArticles.com/6481899 http://EzineArticles.com/6481899 Tue, 09 Aug 2011 13:16:33 -0500 Forecasting Closed Sales: How You Will Know When a Buyer Will Close http://EzineArticles.com/6475860 http://EzineArticles.com/6475860 Mon, 08 Aug 2011 14:55:28 -0500 When Do Buyers Buy? http://EzineArticles.com/6465939 http://EzineArticles.com/6465939 Wed, 03 Aug 2011 15:11:03 -0500 My Job Is to Start a Conversation http://EzineArticles.com/6460270 http://EzineArticles.com/6460270 Mon, 01 Aug 2011 14:14:40 -0500 Buyers Don't Sit and Wait for Sellers http://EzineArticles.com/5839101 http://EzineArticles.com/5839101 Tue, 26 Jul 2011 11:38:36 -0500 Who's In The Meeting - And Who's Not? http://EzineArticles.com/6449318 http://EzineArticles.com/6449318 Tue, 26 Jul 2011 11:29:29 -0500 Your Prospects Aren't In Pain http://EzineArticles.com/6443936 http://EzineArticles.com/6443936 Mon, 25 Jul 2011 08:39:34 -0500 Compensating Our Sales Folk http://EzineArticles.com/6436875 http://EzineArticles.com/6436875 Wed, 20 Jul 2011 12:00:04 -0500 Provocation-Based Selling: Proving Pain Does Not Close a Sale http://EzineArticles.com/6105478 http://EzineArticles.com/6105478 Mon, 28 Mar 2011 09:45:14 -0500 Selling in the Banking Industry http://EzineArticles.com/5824659 http://EzineArticles.com/5824659 Wed, 02 Feb 2011 14:46:28 -0600 Qualifying Leads: Why Lead Scoring Is Inadequate http://EzineArticles.com/5344922 http://EzineArticles.com/5344922 Sat, 04 Dec 2010 09:27:09 -0600 Content Marketing: Is It Helping You Buy Me? http://EzineArticles.com/5147443 http://EzineArticles.com/5147443 Wed, 06 Oct 2010 09:16:35 -0500 The New Relationship Between Sales and Marketing: It's Harder for the Sales Folks http://EzineArticles.com/5105996 http://EzineArticles.com/5105996 Wed, 29 Sep 2010 21:14:36 -0500 Buyers Want a Shorter Buying Decision Cycle http://EzineArticles.com/5065854 http://EzineArticles.com/5065854 Wed, 22 Sep 2010 10:09:27 -0500 You Have a Buying Process Problem, Not a Selling Problem http://EzineArticles.com/4953043 http://EzineArticles.com/4953043 Wed, 01 Sep 2010 11:07:51 -0500 The New Buying Habits of Buyers - Does Solution Data Drive a Decision? http://EzineArticles.com/4652794 http://EzineArticles.com/4652794 Tue, 13 Jul 2010 13:45:30 -0500 The Steps to Buying - Remembering the Human Element http://EzineArticles.com/4573374 http://EzineArticles.com/4573374 Tue, 29 Jun 2010 15:27:44 -0500 What's the Buyer's Responsibility? http://EzineArticles.com/4352124 http://EzineArticles.com/4352124 Thu, 03 Jun 2010 13:34:05 -0500 He's in a Meeting - Or is He? Working With Gatekeepers http://EzineArticles.com/4366147 http://EzineArticles.com/4366147 Wed, 26 May 2010 16:23:18 -0500 All Decisions Involve Change Management - An Insurance Case Study http://EzineArticles.com/4309366 http://EzineArticles.com/4309366 Tue, 18 May 2010 14:55:22 -0500 Solutions Are Meaningless Without Buy-In http://EzineArticles.com/4264965 http://EzineArticles.com/4264965 Tue, 11 May 2010 15:44:19 -0500 How Not to Make a Prospecting Call http://EzineArticles.com/4201395 http://EzineArticles.com/4201395 Fri, 30 Apr 2010 08:40:15 -0500 The Steps of a Sale - From the Buying Decision to the Close http://EzineArticles.com/4182083 http://EzineArticles.com/4182083 Tue, 27 Apr 2010 14:57:13 -0500 Two Types of Decisions - Buy-IN, and BuyING http://EzineArticles.com/4137391 http://EzineArticles.com/4137391 Tue, 27 Apr 2010 13:20:05 -0500 Can a Techie Ever Understand a Customer? http://EzineArticles.com/4078212 http://EzineArticles.com/4078212 Fri, 09 Apr 2010 14:46:00 -0500 We Can't Understand Customers http://EzineArticles.com/4056296 http://EzineArticles.com/4056296 Wed, 07 Apr 2010 10:19:44 -0500 The Job of Sales Must Expand http://EzineArticles.com/3931899 http://EzineArticles.com/3931899 Wed, 17 Mar 2010 08:30:30 -0500 Facilitating Buying Decisions - A Definition http://EzineArticles.com/3891896 http://EzineArticles.com/3891896 Tue, 09 Mar 2010 13:33:12 -0600 Make the Phone Your Best Friend http://EzineArticles.com/3849736 http://EzineArticles.com/3849736 Tue, 02 Mar 2010 13:51:03 -0600 Get Onto the Buying Decision Team on the First Call http://EzineArticles.com/3807544 http://EzineArticles.com/3807544 Mon, 22 Feb 2010 22:53:46 -0600 The Basis of Sales Has Remained Stagnant http://EzineArticles.com/3765457 http://EzineArticles.com/3765457 Tue, 16 Feb 2010 07:19:51 -0600 The Heart of Business http://EzineArticles.com/3720470 http://EzineArticles.com/3720470 Tue, 09 Feb 2010 08:57:46 -0600 Lead Gen Isn't Enough http://EzineArticles.com/3720458 http://EzineArticles.com/3720458 Tue, 09 Feb 2010 08:52:43 -0600 Prospects Aren't Really Prospects http://EzineArticles.com/3700908 http://EzineArticles.com/3700908 Fri, 05 Feb 2010 01:09:28 -0600 Turning a 'No' Into a 'Yes' http://EzineArticles.com/3424272 http://EzineArticles.com/3424272 Mon, 21 Dec 2009 23:08:42 -0600 The Future of Sales http://EzineArticles.com/3350231 http://EzineArticles.com/3350231 Mon, 14 Dec 2009 15:46:08 -0600 How Do We Sell If We Don't Understand Needs? http://EzineArticles.com/3261756 http://EzineArticles.com/3261756 Mon, 30 Nov 2009 13:43:47 -0600 Decisions Are Never Emotional http://EzineArticles.com/3221823 http://EzineArticles.com/3221823 Fri, 13 Nov 2009 20:15:20 -0600 Be the GPS For Your Buyer http://EzineArticles.com/3158067 http://EzineArticles.com/3158067 Tue, 27 Oct 2009 14:39:12 -0500 Cold Calling Works - And It's Fun! http://EzineArticles.com/3011204 http://EzineArticles.com/3011204 Thu, 01 Oct 2009 19:51:57 -0500 Buying Decisions - What Happens Behind The Scenes? http://EzineArticles.com/2980603 http://EzineArticles.com/2980603 Sat, 26 Sep 2009 09:44:47 -0500 Price Objections Aren't Price Objections http://EzineArticles.com/2704907 http://EzineArticles.com/2704907 Wed, 05 Aug 2009 13:14:10 -0500 Customers Don't Know How to Buy - Or Do They? http://EzineArticles.com/2090720 http://EzineArticles.com/2090720 Wed, 05 Aug 2009 10:31:43 -0500 The Internal Customer - Is it a Sales Job? http://EzineArticles.com/2668475 http://EzineArticles.com/2668475 Tue, 28 Jul 2009 11:56:27 -0500 Decision Facilitation - Influencing the Offline Decisions http://EzineArticles.com/2636765 http://EzineArticles.com/2636765 Thu, 23 Jul 2009 09:55:54 -0500 Sales 2.0 - Five Things You Shouldn't Expect http://EzineArticles.com/2576280 http://EzineArticles.com/2576280 Wed, 22 Jul 2009 11:29:12 -0500 How Do You Know You're Listening to Your Clients in the Most Effective Way? http://EzineArticles.com/1967184 http://EzineArticles.com/1967184 Tue, 07 Jul 2009 13:36:12 -0500 Buying Decisions Are Not Based On Needs http://EzineArticles.com/599665 http://EzineArticles.com/599665 Tue, 29 Apr 2008 08:30:17 -0500 Sales Recovery: How To Manage a Sale Going Wrong http://EzineArticles.com/401760 http://EzineArticles.com/401760 Tue, 02 Jan 2007 14:36:03 -0600 Voice Mail, Gatekeepers, and Other Obstructions to Sales Success http://EzineArticles.com/401763 http://EzineArticles.com/401763 Tue, 02 Jan 2007 14:25:04 -0600 How Buyers Buy: What Sellers Need to Know to Close Sales http://EzineArticles.com/172851 http://EzineArticles.com/172851 Thu, 06 Apr 2006 03:19:42 -0500 Finding New Patients: Grow Your Practice with Integrity http://EzineArticles.com/173019 http://EzineArticles.com/173019 Wed, 05 Apr 2006 18:05:23 -0500 Objections: What Are They And Why Do We Get Them? http://EzineArticles.com/172850 http://EzineArticles.com/172850 Wed, 05 Apr 2006 16:54:22 -0500 Decision Teams: Who Is On Them? 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And Why Is It Important? http://EzineArticles.com/172854 http://EzineArticles.com/172854 Wed, 05 Apr 2006 16:13:26 -0500 Facilitating Decisions: A New Way To Boost Sales http://EzineArticles.com/172845 http://EzineArticles.com/172845 Wed, 05 Apr 2006 05:33:28 -0500 The People Factor: Collaborative Decision-Making http://EzineArticles.com/172847 http://EzineArticles.com/172847 Wed, 05 Apr 2006 05:07:29 -0500 Change: It Doesn't Have To Be So Difficult http://EzineArticles.com/159383 http://EzineArticles.com/159383 Fri, 10 Mar 2006 14:19:16 -0600 Referrals: Getting Good Business By Doing Good Business http://EzineArticles.com/49604 http://EzineArticles.com/49604 Fri, 08 Jul 2005 10:59:14 -0500 How Sellers Can Take Control http://EzineArticles.com/49602 http://EzineArticles.com/49602 Fri, 08 Jul 2005 10:19:14 -0500 Who is Responsible? http://EzineArticles.com/34080 http://EzineArticles.com/34080 Thu, 05 May 2005 21:34:36 -0500 This is a Sales Call: How to Begin Prospecting Calls with Integrity http://EzineArticles.com/34073 http://EzineArticles.com/34073 Thu, 05 May 2005 21:10:35 -0500 The Struggle to Decide: The Paths Customers Take to Solve Problems http://EzineArticles.com/27644 http://EzineArticles.com/27644 Fri, 15 Apr 2005 06:29:27 -0500 How We Build a 90% Failure Rate into the Sales Process http://EzineArticles.com/27640 http://EzineArticles.com/27640 Thu, 14 Apr 2005 08:32:54 -0500 What is a Pitch? http://EzineArticles.com/27639 http://EzineArticles.com/27639 Thu, 14 Apr 2005 08:24:34 -0500 The Trusted Advisor Relationship: What Is It, and What Should It Be? http://EzineArticles.com/27335 http://EzineArticles.com/27335 Wed, 13 Apr 2005 08:42:31 -0500 Outsourcing: The Unspoken Costs http://EzineArticles.com/27340 http://EzineArticles.com/27340 Wed, 13 Apr 2005 08:36:33 -0500 Going Global: Communication Across Mental Boundaries http://EzineArticles.com/27337 http://EzineArticles.com/27337 Wed, 13 Apr 2005 08:23:32 -0500 Social Network Software http://EzineArticles.com/27338 http://EzineArticles.com/27338 Wed, 13 Apr 2005 08:01:33 -0500 Lead Generation: What Is It worth? http://EzineArticles.com/26660 http://EzineArticles.com/26660 Sat, 09 Apr 2005 19:57:24 -0500 Business Ethics: How The Sales Function Can Transmit Company Values http://EzineArticles.com/26666 http://EzineArticles.com/26666 Sat, 09 Apr 2005 19:51:27 -0500 Managing Motivation http://EzineArticles.com/26663 http://EzineArticles.com/26663 Sat, 09 Apr 2005 19:22:23 -0500 Selling the Difficult: How to Sell What People Don't Understand How to Buy http://EzineArticles.com/26661 http://EzineArticles.com/26661 Sat, 09 Apr 2005 19:13:20 -0500 What Is A Proposal? And Why Do You Need One? http://EzineArticles.com/26667 http://EzineArticles.com/26667 Sat, 09 Apr 2005 19:10:29 -0500 Influencing Change - A Guide for Sellers, Coaches, and Supervisors http://EzineArticles.com/26349 http://EzineArticles.com/26349 Thu, 07 Apr 2005 12:34:30 -0500 Save Your Breath: How To Sell In Trade Shows Without Pitching http://EzineArticles.com/26344 http://EzineArticles.com/26344 Thu, 07 Apr 2005 12:28:24 -0500 Gatekeepers http://EzineArticles.com/26346 http://EzineArticles.com/26346 Thu, 07 Apr 2005 12:20:27 -0500 Differentiating Yourself from the Competition http://EzineArticles.com/26278 http://EzineArticles.com/26278 Thu, 07 Apr 2005 11:02:00 -0500 The History of Sales: Dale Carnegie is Still with Us http://EzineArticles.com/25960 http://EzineArticles.com/25960 Thu, 07 Apr 2005 10:07:17 -0500