By Sharon Drew Morgen

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HOW TO LISTEN TO HEAR WHAT’S INTENDED

This article is an excerpt from Sharon Drew Morgen’s new book “Did You Really Say What I Think I Heard?”  available for free.  Like most of us, I assume I understand what my communication partner is saying and respond appropriately. I don’t think about it; I just do it. I don’t realize anything is wrong until it’s too late. […]

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Sales is a Flawed Model

Do you know why you don’t close all the sales you deserve to close? Do you know, on your first prospecting call, who will buy? Do you know where buyers go when they say ‘I’ll call you back?” Do you know what takes buyers so long to buy when it seems so obvious to everyone […]

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Can Collaboration Work?

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope. There is often not enough diversity to […]

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Get the Yes: Winning Funding, RFPs, and Grants

    When we seek funding or respond to an RFP, our proposals meet the criteria requested, presenting well-positioned information to persuade the decision makers to choose us. But winners are chosen by some mysterious set of criteria not only unknown to us, but often unknown to them. I began thinking about this when a […]

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Help Marketing Know Buyers Well Enough…

Hi Everyone: I’m sending you something quite different this week; I hope you don’t mind but I find this topic important. My good friend Ardath Albee sent me this note below, asking us to vote for her to receive a grant for something near and dear to my heart: to develop new capabilities for the […]

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Content Marketing that Converts

“Content is king”. I’ve heard that phrase for years. But what does it mean? Does it mean that by offering thought-provoking, useful, creative information buyers will be motivated to contact you at the right time along their complete (including pre-sales) decision path? By sending out veiled advertising in the form of ‘articles’ to random email […]

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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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What Makes A Decision Irrational?

After spending 30 years deconstructing the inner processes of how people decide, and training a decision facilitation model used 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 […]

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When Should a Seller Gather Information or Understand Needs?

Part 2: Do you want to sell? Or have someone buy? Part 1 redefines buying thus: The process a buyer goes through to get their ducks in a row to manage all of the factors involved prior to, and including, making a purchase.  It explains why the sales focus of seeking appointments, gathering information, offering solution […]

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Questions: The Problems and the Possibilities

I recently accepted a cold call from an insurance guy because I was thinking of switching providers. Instead of facilitating my buying decision, the bias in his questions terminated our connection: TODD: Hello Ms. Morgen. I’m Todd with XYZ. Are you interested in new car insurance? SDM: I am. TODD: Is your main concern lowering […]

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