By Sharon Drew Morgen

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The Arrogance of Listening

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 fault of the Other. When my book came out, 20,000 people downloaded it in the […]

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Trump as Change Agent?

As a spiritual person I recognize there are always concurrent views of events: the one we live with as it’s happening – the story, details, information – and the broader scope, higher view, or historic perspective usually not recognized until well after the event. So as I’ve gone about my life over the past weeks […]

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Anatomy of a Lost Sale: Case Study

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 lost. The representative of a sales/marketing blog called to discuss republishing my articles. Sounds great, […]

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

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? How do you determine what to say, exactly, to effect real choice and change with […]

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The Business of Kindness

In the media recently I’ve been hearing the word ‘kindness’ discussed by business folks. Kindness – not a word historically associated with corporations, those bastions of male verve – is now being equated with the bottom line. How times have changed. In the 90’s when I gave keynotes titled ‘Sales as a Spiritual Practice’ I […]

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

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 than originally intended, causing important concepts to be lost. This article presents the intended definitions and explains how […]

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Training vs. Learning: do you want to train? Or have someone learn?

Did you ever wonder why training fails more often than not? When important material, meant to improve or educate, is not learned or acted upon? Why perfectly smart people keep doing the same things that didn’t work the first time? The problem is the training model. Current training models are designed to offer and present […]

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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 […]

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On Becoming 70

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…); a wife to a nice man and mother to […]

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What Makes A Decision Irrational?

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 ‘irrational’. Only outsiders wishing for a different outcome designate a decision as ‘irrational’. I doubt if the decision maker says to herself, […]

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