Books and Articles: Articles

Here is a list of some of the published articles written by Sharon Drew Morgen.

Help Your Prospect Buy
Appearing on Salesopedia, Feb. 2008

Product versus Need: Two Different Things
Appearing on Selling Crossing, Feb. 2008

Buying Decisions Are Not Based on Needs
Appearing on Retail Crossing, Oct. 2007

Why Sales Fail
Appearing on Retail Crossing, Oct. 2007

Sales Methodology for Sales professionals
Appearing on The SalesRoundup Podcast, June 2007.

Facilitate Collaborative Decision Making
Appearing in Facilitating Proceedings Newsletter, Feb. 2007

When Is A Search Tool Not A Search Engine?
Appearing in EnterpriseWebPro.com online, April 2004

What Exactly is CRM Anyway?
Appearing in CRMNewz.com online, April 2004

Blogs : A New Communication Tool Or A Marketing Avenue?
Appearing in WebProNews.com online, March 2004

Differentiating Yourself From The Competition
Appearing in WebProBusiness.com online, March 2004

Assessing The Systems
Appearing in HR.com, February 2004

A New Look At Presentations
Appearing in HR.com, February 2004

Save Your Breath: How To Sell In Trade Shows Without Pitching
Appearing in SalesNewz online, February 2004

CRM: A Business Solution, Not A Technology
Appearing in CRMNewz, February 2004

Outsourcing: Managing Your Brand Across Continents
Appearing in EnterpriseEcommerce.com, January 2004

Who Is The Customer In CRM?
Appearing in CRMNewz.com, January 2004

Ethics: The Moral Dilemma of Our Times
Appearing in HR.com, January 2004

Facilitating Your Prospect's Discovery Process
Appearing in SalesNewz.com, January 2004
What is a Proposal and Why Do You Need One
Appearing in SalesNewz.com, January 2004

Facilitating Vendor Choice - A Guide for Purchasing Agents
Appearing in HR.com online, October 2003

Managing Motivation
Appearing in HR.com online, October 2003

Business Ethics - How the sales function can transmit company values, how you can make money and make nice.
Appearing in eCustomerServiceWorld.com online, August 2003

California Closets get Organized With Employee Buy-In
Appearing in Inside 1to1 online, August 2003

The People Factor: Collaborative Decision-Making
Appearing at HR.com, July 2003

Let's Teach Our Buyers How to Decide
Appearing in Direct Marketing Magazine online, July 2003

People Power: Simple Factors for CRM Success
Appearing at eCustomerServiceWorld.com, June 2003
Sales Doesn't Work
Appearing at CRMGuru.com, June 2003

Help Buyers Know What They Need (PDF)
Note: an edited version of this article appeared in Direct Marketing News on December 2002

People Power: Simple Factors for CRM Success
Published at IntelligentCRM.com

Supporting Change (PDF)
Note: a shortened version of this article appeared as "So They Do More Than Survive" in the December 2002 Harvard Management Communication Letter. To see the HMCL article, go to Harvard Business Online (PDF/ pay for download).

The Decision Dynamic
Appearing in HR.com, Oct 30

Don't Just Blame the Market!
Published in The Velocity Newsletter, December 2001

Serving Need, Not Greed: How Business Can Partner With Customers
Published in At Work magazine, June 1998

"Stupid" Selling: Let the client lead the way
Published in Success magazine, Op Ed, Sales Issue, October 1998

Facilitate Needs (PDF)
Published in Sales and Marketing Excellence Magazine