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Write Content That Facilitates Buying Decisions

01/15/2018 02:00:39 AM

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it? And how are you accessing those who could/should buy but are ignoring the articles your sending them? Content ...

Guys Aren’t Gender Neutral: the how and why of (un)biased communication

12/18/2017 09:48:36 AM

As someone who's written about communication for decades, I’ve decided to say what it feels like day in, day out, to be at the wrong end of being a person in America. A female. This article offers my personal viewpoint of how our endemic gender ...

Recognize Buyers on the First Call

12/11/2017 09:58:13 AM

A participant at one of my onsite Buying Facilitation® trainings took me to his desk where he scrolled through pages of names of one-contact prospects who’d ignored his follow up attempts. “What do I do with all of these names? They’re ...

Mother Knows Best

12/04/2017 09:33:46 AM

Given what’s going on in the world these days, I thought we all might need a bit of Sweet. Enjoy. SD In 1981, I was a single parent of a young disabled son, working a full time job, living in Park Slope Brooklyn. Given my constant state of ...

How Listening Filters Cause Misunderstanding

11/27/2017 09:45:23 AM

When researching my book on closing the gap between what’s said and what’s heard, I was surprised to learn how little of what we hear someone say is unbiased, or even accurate. Seems we hear what we want to hear, and not necessarily what’s ...

Influencing Congruent, Unbiased Change: serving with integrity

11/20/2017 08:00:15 AM

Our jobs as influencers is to help Others achieve their own brand of excellence, using their own unique values and standards. Sadly, too many of us – coaches, leaders, sellers, consultants, doctors, parents – try to get Others to accede ...

Upselling with Integrity: connecting authentically with your target market

11/06/2017 10:12:06 AM

I recently took a cold call from Comcast - the first cold call I’ve ever taken. With my two year contract just about up, I was interested in finding cheap deals moving forward. Here was the call: Comcast: Hi Sharon. I’m Pete from Comcast, ...

Hear Us Roar

10/16/2017 09:50:04 AM

Following the latest sexual harassment incident with Harvey Weinstein, Jane Fonda requested that all women with a voice weigh in. I have a voice, and as a victim of rape and domestic violence myself, I decided to use this week’s article to ...

Putting People First: the path to Customer Centricity, essay

10/06/2017 10:13:25 AM

Charlie Rose interviewed Brian Moynihan, the CEO of Bank of America, recently as he discussed their new Customer Focus initiative: prioritizing Customer Centricity over revenue by putting their customers first. He said something like, ‘The ...

Our Listening Restricts Our Lives: understanding our listening filters

09/25/2017 11:47:16 AM

At a neighborhood picnic recently, I introduced myself to five people standing together: SDM: Hi. I’m Sharon Drew Morgen, and I use both names “Sharon Drew” as my first name. What’s your name? JIM: Hi Sharon, I’m Jim. Nice meeting ...

The ‘How’ of Choice: beyond ‘Why’ and ‘What’

09/18/2017 11:00:05 AM

When you’re conversing with a prospect, a teenager, or a team member, how do you choose the most effective words – and how do you know if there is a problem with what you've communicated before it’s too late? How do you determine what ...

How Sales Overlooks Buyers: Essay and Q&A

09/11/2017 11:07:26 AM

In 1993, when my first book cam out and before he died, David Sandler called to buy out my Buying Facilitation® model. We couldn’t agree on terms, but he was excited by my differentiation between the sales model and the buying process: “I ...

What Exactly Is An Opportunity?

08/28/2017 10:09:08 AM

The hot new sales tool is Opportunity Management automation. Just another in a long list of New New Things that seem like THE answer to THE way to efficiently close more sales. But is it? Over the past 10 or so years you’ve tried Buyer Personas, ...

Practical Decision Making: getting it righter

08/21/2017 09:01:55 AM

Until a decision gets made - to adopt an idea, buy something, agree to negotiation terms, choose one thing over another, or take action in any way - there can be no completed transaction. With the most accurate data, the most efficient solution, ...

Why Buyers Buy

08/14/2017 11:16:25 AM

I recently heard yet another excuse as to why a buyer didn’t buy. This one was a hoot – seller/buyer misalignment. Seriously? Because the seller didn’t close a sale (That was expected by the seller? In the mythical pipeline?) there was ...

To Change Behaviors, First Change Beliefs: an essay for change agents

07/24/2017 11:18:59 AM

Why do people prefer behaviors that obviously lead to less-than-stellar results, especially when our sage advice, rational evidence, well-considered recommendations, and expert knowledge can offer them more successful choices? Whether we’re ...

Sales as a Spiritual Practice

07/17/2017 09:00:44 AM

With untold millions of sales professionals in the world, we play a role in any economy. While our jobs are nominally to place solutions, we are uniquely positioned to make a difference: as the intermediary between clients and providers, we ...

Facilitating Compliance: helping patients choose health

07/10/2017 10:57:27 AM

In the late 1970s, I approached my studies for an MSc in Health Sciences (Community Health Education) with an idealistic goal to create ways to promote wellness and prevent disease. Although life took me in a different direction, I’ve tried ...

Why We Get Objections

06/26/2017 09:59:20 AM

For years I’ve written about how sales suffer because the sales model, designed to seek buyers and place solutions by information sharing and gathering, ignores the vast opportunity to close more sales by adding the function of facilitating ...

Floating Suburbia: My journey to the River

06/19/2017 09:53:55 AM

After years of living in Austin, seeking ways to shield myself from the arrogant people and the blazing, constant heat, I decided it was time to move (For those thinking of moving to Austin: Don’t. Or call me before you do so I can tell you ...

Some Truths about Systems

06/12/2017 09:59:10 AM

As a Change Facilitator, I often get asked about the nature of decision making, change, and buy-in. Since folks are often surprised that my responses have such a sharp focus on systems, I thought it might be an interesting conversation to start ...

You’re Always Busy!?

06/05/2017 09:16:43 AM

Dear Friends: Lately, everyone I know is complaining about how busy they are. It’s really beginning to annoy me. So I thought I’d write you this personal note - a rant, I suppose - to let you know how I feel when I hear you’re too busy ...

Trust: what it is, and how to initiate it

05/09/2017 09:06:09 AM

Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can’t occur without it. But what is it? Why isn’t it easier to achieve? And how can we engender it? I define trust as the awareness of another ...

Selling Ideas to Colleagues

04/24/2017 11:12:33 AM

You’ve got a great idea, but need your colleagues – your boss, your teammates, your partners - to approve and help develop the implementation. You put together a great deck that makes your case professionally, rationally, and clearly. Your ...

Sell to Prosprects who CAN/WILL Buy

04/10/2017 12:28:38 PM

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of ...

Sell to Prospects who CAN Buy

04/10/2017 12:28:38 PM

Your solution is great. You know the narrative of the type of buyers who buy. You’re writing appropriate content and getting it out to the right demographic. But you’re still closing less than 5% from first contact and spending a ton of ...

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions

03/20/2017 11:29:58 AM

Buyer Personas do a great job finding and reaching probable buyers, while positioning messages and providing data. But it’s possible to make them even more efficient. Here’s a question to start thinking about Buyer Personas from a different ...

How To Help Buyers Shift Their Status Quo

02/27/2017 10:43:40 AM

I’ve recently heard sales folks complain that the status quo was the ‘enemy’ of buyers buying. Nonsense. It's just another element along the buyer's decision path that must be addressed, and can be directed, codified, and influenced – ...

The Real “Buyer’s Journey” or, the reason selling doesn’t cause buying.

02/13/2017 10:59:38 AM

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. After years of ‘understanding’ and ‘qualifying’ prospects, getting appointments and networking, presenting and following up, I thought ...

The Fallacy of Making Appointments

01/23/2017 10:29:32 AM

Do you want to make a sale, or an appointment? Does an appointment create a 'relationship' that will close the deal? Give you a higher probability of closing a sale? And how’s that working for you? Are you closing all the sales you deserve ...

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.

01/16/2017 11:10:50 AM

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content...Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content. is a post from: SharonDrewMorge ...

Write Content That Facilitates Buying Facilitation

11/08/2016 09:38:39 AM

Because of your sophisticated tracking and targeting, you know who’s reading your content. But do you know why they’re reading it? And how are you accessing those who could/should buy but are ignoring the articles your sending them? Content ...

Inside Curiosity

10/31/2016 09:56:01 AM

Curiosity is a good thing, right? But what is it? Wikipedia defines curiosity thus: a quality related to inquisitive thinking such as exploration, investigation, and learning, evident by observation in human and animal species. What, exactly, ...

Questioning Questions

10/17/2016 11:43:23 AM

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went against me: the accepted use of questions (framing devices, biased by the Asker, that extract a defined range of ...

Why the Need to Build Relationships is a Myth

10/03/2016 10:07:26 AM

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People - the first book suggesting sellers build relationships. 1937: with primitive transportation, sellers found clients closer to home; telephones were emerging ...

Listening Biases: How Influencers Unwittingly Restrict Possibilities

09/26/2016 10:34:18 AM

Do you enter conversations with a goal, or set of expectations? Do you assume you’ll have solutions for your Communication Partners (CPs)? Do you listen carefully to pose the best questions to enable you to fulfill your expectations? Do you ...

Control: What does it give you?

09/19/2016 11:35:03 AM

Control: What does it give you? What do you lose? Where is the real control? Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his prospect through the contingent issues she had to handle ...

Asperger’s put to work: an essay on coding choice and decision making

09/12/2016 10:21:20 AM

I wasn’t diagnosed with Nonverbal Learning Disorder – NLD, similar to Asperger’s – until I was 61. For most of my life it’s felt like I live in a quarantined room with glass walls, watching people live seemingly normal lives on the ...

What is Buying Facilitation®? What sales problem does it solve?

08/29/2016 11:00:01 AM

BIG IDEA: Buyers can’t buy until they’ve handled all of their internal stuff and everyone involved agrees they’re ready, willing, and able to bring in something new. With a solution-placement focus, sales and marketing limit us to finding ...

Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content

08/22/2016 10:52:47 AM

Sales, marketing, and social marketing attempt to place solutions and create relationships by supplying great content, discovering likely prospects, and creating trust. Unfortunately sellers end up closing a small fraction – less than 5% - ...

12 Dirty Little Secrets: why buyers don’t buy

08/08/2016 08:00:04 AM

Do you sit and wait for your buyer's to close? They need your solution. They like you. They are OK with the price. What's going on? Here are the 'Dirty Little Secrets' of why buyers don't buy, taken from my book of the same name: 1. Sales focuses ...

We Don’t Know How to Hear Each Other: how biases distort our conversations

07/18/2016 08:44:31 AM

As a Buddhist, I don’t understand why anyone would want to take another’s life or how it’s even an option. Yet so many in our country are feeling disempowered and ignored, targeted and disenfranchised and we haven’t yet created a dialogue ...

How the Sales Industry Colludes in Failure

07/04/2016 09:20:24 AM

Would you consider a baseball player with a 95% failure rate Successful? Would you choose a surgeon with a 95% failure rate? Can you think of any field but sales, with an industry-standard close rate of 5%, that considers 95% failure ‘Success’? ...

DOing vs. BEing: creating rules that put customers first

06/27/2016 10:03:02 AM

I recently purchased dysfunctional products/services from three vendors who were unwilling to go outside company rules to fix the problems they caused. How can we take part in the Trust Economy if our corporate rules preclude us from taking ...

Listening Biases: how we restrict opportunity

06/20/2016 09:36:39 AM

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine thing. I asked the young woman next to me how to start the damn thing as it wasn’t obvious. Here was the conversation: SDM: ...

The How of Heart

06/13/2016 10:23:55 AM

Collaboration. Empowerment. Win/Win. Integrity. Authenticity. We’re finally recognizing the efficacy of acting with humanitarian values! But how do we DO it? How do we know what, or if, to change our comfortable communication patterns? How ...

Overcoming Opposition

06/06/2016 09:36:32 AM

I’m regularly flummoxed when I hear people question climate change, or when folks actually believe that people of color are ‘different’ and worthy of being insulted, underpaid, ignored. What’s up with Congress and why can’t that many ...

Successful Fundraising: getting chosen over the competition

05/24/2016 10:21:03 AM

Your important nonprofit or exciting startup helps the world be a better place. But now you’ve got to raise money. You’ve created a terrific pitch deck, have a highly competent management team and terms, and have identified donor prospects ...

The Arrogance of Listening

05/16/2016 10:27:27 AM

When researching my book on the gap between what’s said and what’s heard (What? Did you really say what I think I heard?) I discovered that most people believe they listen accurately, and that any miscommunication or misunderstanding is ...

The Problem With Information

05/09/2016 10:47:28 AM

Information, when used to influence or sell, advise or share, has cost us untold loss in business and relationships. It actually causes resistance. INFORMATION CAUSES RESISTANCE For some reason, we maintain a long-standing belief that if we ...

Anatomy of a Lost Sale: Case Study

05/02/2016 08:50:35 AM

I’ve been writing a lot lately about how we lose sales and forego success because we enter and conduct conversations through our biases and assumptions. Here is recent dialogue with a potential partner that gives a terrific example of possibility ...

The What of How: ‘Why’ and ‘What’ are inadequate to enable action

04/25/2016 11:07:17 AM

When you’re conversing with a prospect, a teenager, or a team member, how does your brain choose the most effective words to connect your message to that particular person – and how do you know if there is a problem before it’s too late? ...

Checklist for Influencers: questions for sellers, coaches, leaders, change agents.

04/18/2016 10:22:16 AM

Most of you are really good at what you do: as influencers, sellers, coaches, change agents, or leaders, your intuition, excellent skills, and history of success guide your ability to facilitate change for your clients. And yet…. Using co ...

The Skills of Kindness: a guide for sellers, coaches, leaders and facilitators

04/07/2016 14:31:15 PM

I believe our ultimate kindness is in helping Others be all they can be, to achieve their own brand of excellence that works best for their own unique system. But inadvertently and unwittingly we bias and restrict our interactions: Regardless ...

The Skills of Kindness: a guide for facilitators

04/04/2016 15:58:13 PM

I believe our ultimate kindness is in helping Others be all they can be, to achieve their own brand of excellence within their own unique system. But our current skill sets can’t accomplish this: Inadvertently and unwittingly, we bias and ...

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales by Sharon Drew Morgen

03/14/2016 12:47:05 PM

I’d like to set the record straight. In 1985 I coined terms that I've written extensively about in best selling books, magazines, and hundreds of articles. Unfortunately, when finally adopting them, the sales field defined them differently ...

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales

03/14/2016 12:47:05 PM

I’d like to set the record straight. In 1985 I coined terms that I've written extensively about in best selling books, magazines, and hundreds of articles. Unfortunately, when finally adopting them, the sales field defined them differently ...

On Becoming 70

02/15/2016 09:42:50 AM

As a kid I had fantasies of what the rest of my life would be. I was going to be (in no particular order): a New York Times Bestselling author (check); a world change agent (check); a singer (Nope!); recognized for my beauty and talent (Um…); ...

Collaborative Decision Making for Successful Implementations

02/08/2016 10:50:04 AM

I’ve read that there are leaders and project managers who prefer not to collaborate, when engaging in an initiative, because of needs for control. And decision makers who start their information gathering before fully involving those who will ...

What Makes A Decision Irrational?

02/01/2016 09:15:29 AM

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model I developed for use in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘ir ...

Why Pitching, Persuading, Guiding, and Influencing are Largely Unsuccessful – a thought paper for sellers, coaches, leaders, parents, and managers

01/25/2016 10:02:07 AM

You recognize what someone needs and offer just the right guidance, product data, or experience to help. Yet, except for occasionally, they don’t act on your brilliance. Why? Why would they prefer to keep doing what they’re doing whenWhy ...

The Discipline of Listening

01/18/2016 09:44:47 AM

Our brains make it difficult, if not impossible, to fully or accurately comprehend what our Communication Partners wish to convey. We hear their words, of course, but we often end up interpreting them well outside the intent of the Speaker. ...

Our Listening Biases Restrict Success

01/04/2016 09:18:36 AM

The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the interpretation. During the listening process, our brains arbitrarily filter out, or reconfigure the unc ...

Using Follow Up Effectively

12/07/2015 10:45:09 AM

Do you attempt to follow up with prospective buyers because they haven’t contacted you when you thought they should? Do you know what is stopping them from contacting you? Or where they are along their decision path – their steps from idea ...

Steps in a Buying Decision

11/17/2015 11:29:39 AM

There seems to be a confusion about the meaning of the terms buying decision journey, buying path, buy-cycle, helping buyers buy, and buying decisions. These terms define a specific set of sequenced actions buyers take to enable internal consensus ...

The Heart of Sales

11/02/2015 10:15:30 AM

Sales could easily become a spiritual practice, bring in far more revenue, and make sellers Servant Leaders. For decades, I have been a proponent of, and keynoter in the field of, Spirituality in the Workplace. In my work life, I have focused ...

Finding A Prospect vs. Creating A Prospect

10/26/2015 09:29:44 AM

You place a call to get through to the decision maker.finding a prospect You call to find someone who needs your product or service. You try to get an appointment. You analyze names to prospect based on demographics, company size, job title ...

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working

10/13/2015 10:34:35 AM

I believe that cold calls are quite important as part of an overall sales strategy. How they are done, however, determines their success. If the goal of the call is to gather data, share product information, start a conversation, or make an ...

Speaker or Listener: Who’s Responsible For Misunderstandings?

09/21/2015 11:57:06 AM

There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs – the Speaker communicating badly, or the Listener misunderstanding? Let’s look at some facts: 1. Speaking is an act of translating ...

Change management and sales: influencing the buying decision path

09/14/2015 08:50:57 AM

Your product is not the reason people buy. It should not be your initial focus with prospects. Buyers want to solve a problem in a way that causes least disruption, and the last thing they want to do is bring something new into their environment. ...

How Much Time Do Sales People Waste?

08/31/2015 08:30:31 AM

As sellers, we waste over 90% of our time. We need to find prospects, get them bought-in to the possibility of using our solution, get them what they need to understand our solution and how it might fit, get past gatekeepers, manage objections, ...

Why do we gather information from buyers?

08/17/2015 10:25:52 AM

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance. INFORMATION CAUSES RESISTANCE For some reason, we maintain a long-standing belief that if we offer the right people ...

How do buyers choose one solution over another?

08/10/2015 10:28:50 AM

Your solution matches the buyer’s need perfectly. You like them, they like you, you’ve had coffee/a meal/a powerful meeting or two, and best of all they recognize they need your solution. And then they buy from someone else. Or not at all. ...

Sellers Ask the Wrong Questions

08/04/2015 08:16:22 AM

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. ...

Can Collaboration Work?

07/27/2015 09:59:00 AM

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: * Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said ...

What Should Coaches Be Listening For?

07/21/2015 09:16:51 AM

A coach’s job is to facilitate potential change, usually by asking questions to identify the components of the problem and decide between solutions while reinforcing the changes and maintaining a trusting relationship. To achieve the excellence ...

Prospects Aren’t Always Prospects

07/10/2015 10:39:05 AM

As sellers, we’ve been taught that someone with a need that our solution fulfills is a prospect. But that’s not true or we’d be closing a lot more business and wasting a lot less time following the wrong prospects. Just because we see ...

Can Collaboration Work?

06/22/2015 09:43:36 AM

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: * Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said ...

Get the Yes: Winning Funding, RFPs, and Grants

06/15/2015 10:24:13 AM

When we seek funding or respond to an RFP, our proposals meet the criteria requested, presenting well-positioned information to persuade the decision makers to choose us. But winners are chosen by some mysterious set of criteria not only unknown ...

Help Marketing Know Buyers Well Enough…

06/08/2015 08:46:21 AM

Hi Everyone: I'm sending you something quite different this week; I hope you don't mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and ...

Content Marketing that Converts

06/01/2015 10:53:34 AM

“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the right time along their complete (including ...

Meetings: The Purpose, The Pain, The Possibility

05/25/2015 10:45:36 AM

As business folk, we hold meetings regularly. Yet often we don’t accomplish what we set out to achieve. Why? The Purpose Meetings are held to accomplish a specific, beneficial outcome requiring the attendance of the right people with the right ...

What Makes A Decision Irrational?

05/19/2015 10:07:33 AM

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used in sales, coaching, and leadership, I’m always amused when I hear anyone deem a decision ‘irrational’. Only ...

Why Do We Listen To Each Other?

05/09/2015 13:12:37 PM

What if it were true that we only understand a fraction of what others say to us? And if true, what can we do about it? As someone who has taken great pride in accurately hearing what others say, I was annoyed to discover that it’s pretty ...

When Should a Seller Gather Information or Understand Needs?

05/04/2015 12:53:25 PM

Part1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase. It explains why the sales focus of seeking appointments, gathering i ...

Do You Want to Sell? Or Have Someone Buy?

04/28/2015 10:02:25 AM

Do you know the difference between how you sell and how buyers buy-and why the difference? After a conversation with my colleague Erik Luhrs (we’re developing a Lead Facilitation pilot http://guruselling.com/) I’d like to expand the def ...

test

04/27/2015 16:46:54 PM

Making Negotiation Win-Win

04/20/2015 13:05:51 PM

Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part of standard practice, negotiation partners going into a negotiation calculate their bottom line – ...

Trait-centered Leadership vs. Servant Leadership

04/13/2015 11:24:46 AM

I’m a dancer. When I studied the Argentine Tango there was a foundational rule that I believe is true for all leaders: The leader opens the door for the follower to pass through, and the leader then follows. If anyone notices the leader, he’s ...

Training vs. Learning: do you want to train? Or have someone learn? by Sharon Drew Morgen

04/06/2015 08:47:38 AM

Training successfully educates only those who are predisposed to the new material. Others may endeavor to learn during class but may not permanently adopt it. The problem isn’t the value of information or the eagerness of the learner: It’s ...

Questions: The Problems and the Possibilities

03/30/2015 10:24:44 AM

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. ...

Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter

03/23/2015 11:39:29 AM

Do you know what’s stopping you or your company from making the changes necessary to have more success? Or why prospects aren’t buying something they need? Or why clients aren’t adopting the changes they seek? The problem is resistance. ...

Miscommunication: The Reasons, The Cure, The Prevention

03/16/2015 12:01:19 PM

Have you ever been absolutely certain you heard someone say something they later claim they didn’t say? Or inaccurately interpret requests from your spouse or colleagues when you could swear you’re right and they’re wrong? It’s interesting ...

Motivation Is An Inside Job

03/09/2015 10:38:00 AM

Why do we do what we do? What causes us to succeed, fail, procrastinate? Is it our environment? Our biology? Our New Year’s resolutions? There’s much debate why our motivation goals fail and how to resolve them. I believe we’re addressing ...

Using Buyer Personas During Pre-Sales Stages

03/02/2015 09:52:22 AM

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient. Here’s a question: Do you want to sell/market? Or have someone buy? The ...

Boredom: A Route To Creativity

02/23/2015 09:40:02 AM

We live our lives, these days, with continuous stimulation – on-demand access to movies, articles, friends, books, games and music. With all possible, all the time, how can we hear ourselves think long enough for new and creative ideas to ...

On Becoming 69 by Sharon Drew Morgen

02/16/2015 09:10:33 AM

Today I turn 69. As I look back over my life I feel quite gratified that I have used what I was given to make this world a better place. But I was merely following directions. Let me explain. By any objective standard, there was no path from ...

Consensus: From Biases to Buy-in

02/09/2015 10:21:58 AM

When groups seek change – when considering purchasing a new solution, shifting strategies, reorganizing, for example – they need consensus. When families discuss putting a family member in a home, or start-ups decide to seek funding, they ...

Diversity And Bias: How to Hear ‘Different’ People Differently

02/02/2015 08:50:53 AM

We all recognize diversity is important yet difficult to attain. We recognize that with diversity we’re capable of creating all that’s possible; without diversity we limit who gets heard, who gets to lead, what knowledge we deem important, ...

Assumptions: Why Being Right Is Wrong

01/26/2015 10:39:30 AM

While researching my new book What? I discovered that when listening to others, we naturally assume we understand what’s meant and don’t question our assumption. Yet the filters our brain uses to hear what others mean to convey preclude ...