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CONNECT11: ENABLING THE BU
Developer of Buying FacilitationAuthor of Selling with Integrity
& Dirty Little Secrets
Sharon Drew Morgen
2011 Morg
www.newsalesparadigm.com sharondre
ERS JOURNEY
Morgen Facilitations, Inc.411 Brazos St. #220
Austin TX 78701
512-457-0246aron rew newsa espara gm.com
www.newsalesparadigm.com. .
www.buyingfacilitation.comwww.dirtylittlesecretsbook.com
Would you rather sell?Or have someone buy?
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
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2011 Morg
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2011 Morg
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JOB OF SALES
Solution
2011 M
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lacement
rgen Facilitations Inc.
[email protected] - 512-457-0246
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ORIGIN OF SALES THINKING
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2011 Morg
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en Facilitations Inc.
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And why sh
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ould I care?
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WHAT IS A SYSTEM?
2011 Mor
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HAT IS A SYSTEM?
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WHAT IS A SYSTEM?
Until or unless all of,
behind a ney w
2011 Mo
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the people, policies,
w solution,no uy.
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BUYING JOURNEY
2011 Mo
www.newsalesparadigm.com sharondrergen Facilitations Inc.
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BUYING JOURNEY
2011 Morg
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BUYING JOURNEY
Buyers aren't buyin
behind-the-scenes iuy- n
2011 M
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because they have- -, ,
iosyncratic, privatessues.
rgen Facilitations Inc.
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Steps In A Bu
2011 Mo
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ying Journey
rgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
S S G O
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STEPS IN A BUYING JOURNEY
#1
Id
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a
gen Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#2
Conversation wit
2011 Mor
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a few colleagues
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#3*
Colleagues being t
,
2011 Morg
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inking, checking out
en Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#4
Invite in, and meet
possibilities
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ith, more
, ,
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#5
Begin to put togeth
2011 Mo
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r a Buying Decision
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#6
Discuss, choose,
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nd divide tasks
en Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#7
Research status of
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known resources
rgen Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#8*
Research possible
2011 Mo
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nfamiliar options
rgen Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#9
Meet to share data, make
2011 Mor
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preliminary decisions,
gen Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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#9
Meet to share data, make
Pr limin r i i n
2011 Mor
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preliminary decisions,
n r f i n
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#9,
add new colleagues to B
Preliminary decisions
Decide who is respon
2011 Mo
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,ying Decision Team
on courses of action
ible for what
rgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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STEPS IN A BUYING JOURNEY
#9
Meet to share data, makeadd new colleagues to B
Preliminary decisions
Decide who is respons
Discuss possible fall o
2011 Mor
www.newsalesparadigm.com sharondre
preliminary decisions,ying Decision Team
n courses of action
ible for what
ut
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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#9,
add new colleagues to B
Preliminary decisions
Decide who is respons
Discuss possible fall o
Discuss politics, probl
2011 Mor
www.newsalesparadigm.com sharondre
,ying Decision Team
n courses of action
ible for what
ut
ms, procedures, roles
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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#10*
Individuals do furthwe , ,
agreed upon
2011 M
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er researche
orgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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#10*
Individuals do furthwe , ,
agreed upon
data back to BDT
2011
www.newsalesparadigm.com sharondre
er researche
,
orgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
STEPS IN A BUYING JOURNEY
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#11
Meet to discuss op
e , uy-
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ions, fallout,
ue
n Facilitations Inc.
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STEPS IN A BUYING JOURNEY
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#13
Meet to discuss ch
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ices of vendors
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What is Buyin
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Facilitation?
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
BUYING FACILITATION METHOD
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Buying Facili
Buying Facilitation ismodel that teaches buand manage all of the
backend, off-line issuto et the bu -in necesolution and avoid di
2011 Mo
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ation defined
a decision facilitationyers how to recognizebehind-the-scenes,
s they must addresssar to brin in a new
ruption. It is a change
.
rgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
BUYING FACILITATION METHOD
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How Bu in Facilitatibuyer/seller collabora
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n
can mana e thetion
rgen Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
BUYING FACILITATION METHOD
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the buyers journey
Qualifying
2011 Morg
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en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
BUYING FACILITATION METHOD
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TM
the buyers journey
Qualifying
Questionnaires, Su
2011 Mor
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rveys
en Facilitations Inc.
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Win More Proposals using Buying
Facilitation
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RFP comes in...Internal qualif
Agreement ato procee
Santro os
Influimple
2011 Mor
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cation process
cross disciplinesd to proposal
uite, orl write u
nce theentation
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
Win More Proposals using Buying Facilitation
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RFP comes in...
Internal qualifi
Are you qualifying your
done their job to qualify appr
2011 Mo
www.newsalesparadigm.com sharondre
ation process
pportunities efficiently
priate opportunities.
gen Facilitations Inc.
[email protected] - 512-457-0246
Win More Proposals using Buying
Facilitation
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RFP comes in...greemen
Does buyer have a prefeamong all proposals?
ow can you erent at How can you understan
We have a questionnaire to sto help them self qualify.
2011 Morg
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o procee
red vendor? Or choosing
yourseand influence buying criteria?
nd to the buyer pre-proposal,
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
Win More Proposals using Buying FacilitationTM
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RFP comes in...
Sant Suite, or p
2011 Mor
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oposal write up
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
in More Proposals using Buying Facilitation
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RFP comes in...
Influence the i
Make sure buyer ready & amembers involved.
Take a leadership role in th
We have a buyer questionnair
to lead bu ers throu h their imyou and exhibit professionalis
2011 Mor
www.newsalesparadigm.com sharondre
mplementation
l Buying Decision Team
Implementation process.
to supplement your proposal
lementation. Will differentiate.
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
Buying FacilitationPlaybooks
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clarify ven
To help buyer determine vendor:
SAMPLE:
___ We are looking very closely at___ Price is very important: we va
We have a full im lementation___
___ The full Buying Decision Team
2011 Morg
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dor choice
price points.ue quality and service even more.
esi n read .
grees to vendor choice criteria.
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
Buying FacilitationPlaybooks
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with sal
To qualify with sales team
SAMPLE:
Is the full Buying Decision Team oWhy would they choose an unknown v
How im ortant is rice over ualit
How are they set up for implementa
What has stopped them from resolvi
.
2011 Morg
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s teams
board?ndor over a current vendor?
of service and solution?
ion?
g this problem until now?
en Facilitations Inc.
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PLAYBOOKS
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Qvidian has a full
uy ng ac ta
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suite of sales and
on
p ay oo s
en Facilitations Inc.
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Would you
r ave so
2011 Mor
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rather sell?
eone uy
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246
CONTACT DATA
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Developer of Buying FacilitationAuthor of Selling with Integrity
& Dirty Little Secrets
Sharon Drew Morgen
2011 Morg
www.newsalesparadigm.com sharondre
Morgen Facilitations, Inc.razos .
Austin TX 78701512-457-0246
.
www.newsalesparadigm.comwww.sharondrewmor en.com
www.buyingfacilitation.com
www.dirtylittlesecretsbook.com
Would you rather sell?Or have someone buy?
en Facilitations Inc.
@newsalesparadigm.com - 512-457-0246