By Sharon Drew Morgen

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Influencing Congruent, Unbiased Change: serving with integrity

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 to our viewpoints and suggestions, believing we have information or solutions that offer ‘better’ choices […]

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Boredom: A Route To Creativity

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 emerge? I don’t know about you, but my mental commotion from a week of stress […]

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Upselling with Integrity: connecting authentically with your target market

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, wanting to help you sort through your options with your TV […]

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Sell to Prospects who CAN Buy

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 resource finding different ways to touch the same people as your competition touches […]

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Inside Curiosity

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, does this mean? What’s ‘inquisitive thinking’? Does it matter that everyone’s inquisitiveness is subjective, unique, and limited by their […]

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Hear Us Roar

Starting with my confusion: I will never understand what it is about women that men are willing to get stupid over, become abusive for, lose integrity over; to be willing to harm or violate or ignore; to deny rights or pay or work opportunities (or remain silent when these things happen). I just don’t get […]

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Putting People First: the path to Customer Centricity, essay

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 money will come. Let’s take care of the customer!’ I haven’t noticed many companies, including Bank of America, who’ve actually […]

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Our Listening Restricts Our Lives: understanding our listening filters

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 you. SDM: Hi Jim. But, um, no. Actually my first name is Sharon Drew. I […]

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

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 to say, exactly, to effect real choice and change with folks who may have different mindsets and […]

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How Sales Overlooks Buyers: Essay and Q&A

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 recognized that the problem was on the buy side, and thought my […]

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