Sharon Drew Morgen
Sharon-Drew Morgen
I'm an original thinker. I wrote the NYT Bestseller Selling with Integrity and 8 other books bridging systemic brain change models with business, for sales, leadership, communications, coaching. I invented Buying Facilitation(R) (Buy Side support), How of Change(tm) (creates neural pathways for habit change), and listening without bias. I coach, train, speak, and consult companies and teams who seek Servant Leader models.
Our Brains Bias What We Hear
I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine. I asked the...
Change Management: how sales and marketing can engage real buyers
Marketing is currently designed to inspire, identify, and engage potential buyers in a way that leads them to action. The baseline assumptions are that...
The HOW of Change™: the physiology of transformation
Because I wanted choice over my actions, I’ve spent a good portion of my life coding the trajectory of change so I could intervene...
Stop Trying to Persuade; Facilitate Congruent Decision Making Instead
I recently heard a project manager in a software services company mention a ‘very important’ book on persuasion that she passed on to her...
Listening Biases: How Influencers Unwittingly Restrict Possibilities
Do you enter conversations to listen for what will confirm your assumptions? Do you assume the responses to your questions provide an accurate representation...
Resolving Unconscious Bias
In these trying times, one thing has become clear: the biases we live with restrict our choices. Certainly no one ever wants to harm...
What, Exactly, is the Buying Journey from the Buy Side?
Buying and selling are two different activities. The Buy Side: People don’t want to buy anything, merely resolve a problem at the least ‘cost’...
Cold Calling Works – and it’s fun!
I'm here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And...
9 Sales Steps That Influence a Buying Decision
The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions...
The Differences Between the Solution Sale and the Buying Decision: Let’s Go to a Wedding
Let’s say you were going to a wedding. You had the gift, decided on the outfit, picked a time to leave to get there...
How does social networking help make the sale?
These days we all use some form of social networking: it’s delightful to go onto LinkedIn and find colleagues from Europe who might have...
A technology case study: implementing what the customer wants
In order for any change to occur – whether it's a decision to purchase a product, or an implementation to add new technology -...
What is the value of a loyal customer?
Recently I got a cut-off notice from T-Mobile. For non-payment of $106.10. Apparently I didn't receive 2 bills, and if it's not in front...
Help Buyers Choose the Buying Decision Team: a case study
Would you buy a house without discussing it with your wife or family? Would you even know all of the buying criteria without their...
Is sales a ‘relationship-driven business’ ? Really?
I recently read a blog post by Andrew Hunt in which he stated: "…sales remains a relationship-driven business, the power of "who you know"...
Why don’t you get a new plumber?
Recently, my wonderful neighbor Joe mistakenly left my spigot on while wrapping my pipes. He didn't leave it on a little so it would...
What, exactly, is a Relationship Manager?
There are almost as many definitions of Relationship Manager as there are for 'social media' or 'sales enablement.' The term used might be...
Social media can enhance the buying decision
My friend Vanessa DiMauro (social media and decision making guru) had a nasty PC problem. As she attempted to resolve it, she wildly Twittered...
Great Leads, No Business: the problem with marketing automation
Marketing automation people are techies who just love the idea of extracting data with wizzy technology. But they are not sales people. As a...
The 5 selling mistakes that lose business
1. Starting the sales process by attempting to get an appointment. I know that Dale Carnegie told you to meet face-to-face. But what else...