By Sharon Drew Morgen

🔍

Meetings: The Purpose, The Pain, The Possibility

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 agenda. The Problem/Pain Often we end up with miscommunication, wasted time, incomplete outcomes, misunderstanding, lack […]

Continue Reading...

Why New Year’s Resolutions Fail

Every year, with the best will in the world, we make New Year’s resolutions to make some sort of change, like exercising more or eating healthier. We start off with great gusto and determination, yet by February we begin making excuses to avoid the gym, or convince ourselves pizza would be great for dinner. What […]

Continue Reading...

Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers – coaches, sellers, negotiators, leaders managers, and consultants – to help Others make the changes they seek. NLP codes the Others’ internal processes to enable practitioners to understand the proposed problem and ‘get in’ to make the change. Coaching programs teach how to recognize what the […]

Continue Reading...

Steps Along the Buying Decision Path

As sellers we are taught to find prospects with a need that matches our solution and then find creative, professional ways to pitch, present, entice, push, market, or somehow introduce our solution to enable them to understand how our solutions will fix their problem. Unfortunately, we fail to close over 90% of the time (from […]

Continue Reading...

Overcoming Opposition

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 smart people find grounds for compromise? And why do women still only earn a fraction of what men […]

Continue Reading...

Write Content That Facilitates Buying Decisions

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 is written with different reasons in mind: for Buyer Personas to learn about your solution as […]

Continue Reading...

How the Sales Industry Colludes in Failure

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’? Using targets, commissions, hiring, and profits based on a 5% close rate, the […]

Continue Reading...

Why the Need to Build Relationships is a Myth

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 (FYI – Morse Code was preferred for 40 years after the telephone was invented!); marketing avenues were limited, as was […]

Continue Reading...

Control: What does it give you?

Control: What does it give you? What do you lost? 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 before she could buy anything. SDM: Why did you pitch when you pitched? CL: […]

Continue Reading...

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

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 other side, but unable to touch them. But my world, although far less […]

Continue Reading...

« Previous PageNext Page »