By Sharon Drew Morgen

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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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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 came 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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What, Exactly, Is An Opportunity?

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, Understanding Need, marketing automation, Relationship Management, Trusted Advisor, Challenger, […]

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Why Buyers Buy

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 a relationship problem? Because the buyer didn’t buy (according to the expectation of the […]

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Listening Biases: How Influencers Unwittingly Restrict Possibilities

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 assume the responses to your questions provide an accurate representation of the full fact pattern […]

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