1. 1 HOW DO WE LOSE OUR LEADS? Presented by: Sharon Drew Morgen www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

2. 2 Closing %s 7% - sales leads 1-6% - marketing automation www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

4. Personal relationships play a smaller role

5. No control or influence over choices

6. Brought in late in the sales cycle/little impact

7. Buyers showing up with choices made

8. Marketing bringing in quantity, not quality

9. High percentage of second meetings droppedwww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

11. Must have internal buy-in from all people/policies

12. Ensure minimum disruption/manage changeTHE BUYING DECISION IS MORE COMPLEX THAN JUST CHOOSING A SOLUTION www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

13. 5 The shifting role of sellers Knowing need is not enough: Buyers understand need, know choices Buying journey stages unknown Technology taking over our jobs Brought in too late Marketers finding inappropriate leads www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

15. Reduces sales job to responding to online activities

16. Deletes much of influencing and persuading activities

17. Marketing taking over lead generationwww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

18. 7 The missing piece in the buying decision journey www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

19. 8 Assumptions Because of appropriateness demographics, lead is viable With proper information, lead will close With appropriate nurture, prospect will close Interest + Technology + Proper Demographics = Lead No one is helping the buyer manage their decision journey www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

21. Trying to discover need rather than help manage excellence

22. Getting in too early in Buying Decision cycle

23. Not there when major decisions are being made

24. Buyers can't manage buy-in, and we're not helpingwww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

25. 10 Why are we losing leads? Leads are being lost because we aren't helping buyers manage their complex buying decision issues and instead focusing on solution placement. www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

27. New rules

28. Fix with familiar resources

29. Time lines, tasks

30. Strategies for new status quo

31. Line up team

32. Get buy-in for change

33. Who touches the problem?

34. Work-around

35. How to change without chaoswww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

36. 12 Journey to success 1. Make contact from marketing lead (or cold call, etc.) 2. Start facilitating decision making, not seeking appointment or discussing solution 3. Lead buyers through their decision making issues 4. Help buyers set up Buying Decision Team 5. Help buyers notice buy-in problems 6. Suggest sites, solutions, problem management choices 7. Agree how to move forward, together www.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

38. Helps buyers navigate through change issues

39. Decision facilitation focus, not solution choicewww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

41. Not gathering data; be GPS

42. Encourage group decision making

43. Avoid solution discussion until decisions made

44. Facilitate decision making, not influencing purchase

45. Change management focus first; solution placement lastwww.newsalesparadigm.com - sharondrew@newsalesparadigm.com - 512-457-0246 - @sharondrew © 2010, Morgen Facilitations Inc.

46. 15 Would you rather sell? Or have someone buy? Morgen Facilitations, Inc.411 Brazos St. #220Austin TX 78701 512-457-0246 sharondrew@newsalesparadigm.com www.newsalesparadigm.com www.sharondrewmorgen.com www.buyingfacilitation.com www.dirtylittlesecretsbook.com www.facilitatingbuyin.com Developer of Buying Facilitation™Author of Selling with Integrity & Dirty Little Secrets Sharon Drew Morgen Twitter: @sharondrew – LinkedIn: http://www.linkedin.com/in/sharondrewmorgen © 2010, Morgen Facilitations Inc.