enabling the buyer's journey

7/31/2019 Enabling the Buyer's Journey

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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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n Facilitations Inc.



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. -

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www.newsalesparadigm.com sharondreen Facilitations Inc.



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JOB OF SALES

Solution

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www.newsalesparadigm.com sharon

lacement

rgen Facilitations Inc.

[email protected] - 512-457-0246


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ORIGIN OF SALES THINKING

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And why sh

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ould I care?




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WHAT IS A SYSTEM?

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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

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the people, policies,

w solution,no uy.




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BUYING JOURNEY

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www.newsalesparadigm.com sharondrergen Facilitations Inc.



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BUYING JOURNEY

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www.newsalesparadigm.com sharondren Facilitations Inc.



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BUYING JOURNEY

Buyers aren't buyin

behind-the-scenes iuy- n

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because they have- -, ,

iosyncratic, privatessues.




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Steps In A Bu

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ying Journey



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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#2

Conversation wit

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a few colleagues





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#3*

Colleagues being t

,

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inking, checking out





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#4

Invite in, and meet

possibilities

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ith, more

, ,





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#5

Begin to put togeth

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r a Buying Decision





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#6

Discuss, choose,

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nd divide tasks





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#7

Research status of

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known resources





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#8*

Research possible

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nfamiliar options





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#9

Meet to share data, make

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preliminary decisions,





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#9

Meet to share data, make

Pr limin r i i n

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preliminary decisions,

n r f i n





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#9,

add new colleagues to B

Preliminary decisions

Decide who is respon

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,ying Decision Team

on courses of action

ible for what





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#9

Meet to share data, makeadd new colleagues to B


Decide who is respons

Discuss possible fall o

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preliminary decisions,ying Decision Team

n courses of action

ible for what

ut





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#9,

add new colleagues to B


Decide who is respons

Discuss possible fall o

Discuss politics, probl

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,ying Decision Team

n courses of action

ible for what

ut

ms, procedures, roles





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#10*

Individuals do furthwe , ,

agreed upon

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er researche

orgen Facilitations Inc.




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#10*

Individuals do furthwe , ,

agreed upon

data back to BDT

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er researche

,

orgen Facilitations Inc.




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#11

Meet to discuss op

e , uy-

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ions, fallout,

ue




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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?



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

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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

.





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How Bu in Facilitatibuyer/seller collabora

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n

can mana e thetion





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the buyers journey

Qualifying

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TM

the buyers journey

Qualifying

Questionnaires, Su

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rveys




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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

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cation process

cross disciplinesd to proposal

uite, orl write u

nce theentation



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

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ation process

pportunities efficiently

priate opportunities.


[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.

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o procee

red vendor? Or choosing

yourseand influence buying criteria?

nd to the buyer pre-proposal,



Win More Proposals using Buying FacilitationTM


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RFP comes in...

Sant Suite, or p

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oposal write up



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

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mplementation

l Buying Decision Team

Implementation process.

to supplement your proposal

lementation. Will differentiate.



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

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dor choice

price points.ue quality and service even more.

esi n read .

grees to vendor choice criteria.



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

.

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s teams

board?ndor over a current vendor?

of service and solution?

ion?

g this problem until now?




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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




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Would you

r ave so

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rather sell?

eone uy



CONTACT DATA


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Developer of Buying FacilitationAuthor of Selling with Integrity

& Dirty Little Secrets

Sharon Drew Morgen

2011 Morg


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?



enabling the buyer's journey

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