Dirty Little Secrets

What’s stopping us from closing the sales we should be closing? What’s causing us to lose prospects that need our solution? Why is the sales cycle so long? Why do we close less than 10% of our prospects?


Morgen contends it’s the sales model itself. In this disturbing, insightful book, Morgen introduces us to the behind-the-scenes world of the buyer: the culture, the system, the decisions, and the change management issues that need to be addressed before buyers can buy. The sales model has never taught us how to manage these off-line issues, and so we sit and wait until buyers do this on their own.

Now, in Dirty Little Secrets, we discover what’s going on and how we can help. Caution: if you are not ready to add some new skills or new thinking to what you’re already doing, this book is not for you. But if you are a serious student of sales, and want to find more prospects and close faster, this book is a wonderful guide through change management and decision making. After you’ve read the book, you’ll know exactly what is going on in your buyer’s environment and how to help them.