41554 blogs · [ { "id": "01a0cce5-7e4e-7079-be86-5aa674b87c95", "title": "Is AI Right for Your Company?", "url": "https://sharon-drew.com/is-ai-right-for-your-company", "published_at": "2024-04-08T08:50:27+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa674e7747b", "title": "Groupthink: the cost of collective stupidity", "url": "https://sharon-drew.com/groupthink", "published_at": "2024-03-25T08:50:30+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa67553036d", "title": "Sell to Prospects who WILL Buy, not Those who SHOULD Buy", "url": "https://sharon-drew.com/sell-to-prospects-who-will-buy", "published_at": "2024-03-04T08:50:38+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa675c1e25b", "title": "What Makes A Decision Irrational?", "url": "https://sharon-drew.com/what-makes-a-decision-irrational-2", "published_at": "2024-02-19T08:50:29+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa6762dabe9", "title": "Vendors Don’t Care About Customers Anymore", "url": "https://sharon-drew.com/vendors-dont-care-about-customers-anymore", "published_at": "2024-02-12T08:50:31+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa676bf258b", "title": "Facilitative Questions™: questions that facilitate personal change, decision making, and search", "url": "https://sharon-drew.com/facilitative-questions-questions-that-facilitate-change-with-integrity", "published_at": "2024-02-05T08:50:27+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa67720118a", "title": "RESISTANCE: why we get it and how to avoid it", "url": "https://sharon-drew.com/resistance-why-we-get-it-and-how-to-avoid-it", "published_at": "2024-01-29T09:50:55+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa677f2dcb7", "title": "Change Management: how sales and marketing can engage real buyers", "url": "https://sharon-drew.com/change-management-to-engage-real-buyers", "published_at": "2024-01-22T08:50:26+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa678648c2d", "title": "Customer Service from the Customer Side", "url": "https://sharon-drew.com/customer-service-from-the-customer-side", "published_at": "2024-01-08T08:50:13+00:00" }, { "id": "01a0cce5-7e4e-7079-be86-5aa67912f5e4", "title": "Our Brains Decide For Us: why we get resistance during change", "url": "https://sharon-drew.com/how-brains-decide", "published_at": "2023-12-04T08:50:14+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cca5cc4b", "title": "Why Aren’t You Closing More Prospects? Hint: maybe ‘need’ is not the best predictor", "url": "https://sharon-drew.com/why-arent-you-closing-more-prospects-hint-maybe-need-is-not-the-best-predictor", "published_at": "2023-11-06T08:50:03+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63ccdd98aa", "title": "Change Without Resistance: Podcast series and article on generating buy-in with systems thinking", "url": "https://sharon-drew.com/change-without-resistance-podcast-series-and-article-on-generating-buy-in", "published_at": "2023-10-02T08:50:20+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63ccdff66b", "title": "HOW? Generating new neural pathways for learning, behavior change and decision making", "url": "https://sharon-drew.com/how-generating-new-neural-pathways-for-learning-behavior-change-and-decision-making", "published_at": "2023-09-18T08:50:02+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cd7a04e7", "title": "I am a Victim of Chat GPT", "url": "https://sharon-drew.com/i-am-a-victim-of-chat-gpt-and-im-helpless", "published_at": "2023-08-07T08:50:57+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cdde052e", "title": "I Hear You My Way", "url": "https://sharon-drew.com/i-hear-you-my-way", "published_at": "2023-07-17T08:50:56+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63ce76c5bd", "title": "Why? May Be the Wrong Question, by Sharon-Drew Morgen", "url": "https://sharon-drew.com/why-may-be-the-wrong-question-by-sharon-drew-morgen", "published_at": "2023-07-01T08:50:06+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cefb4f28", "title": "‘No Decision’ isn’t Indecision: people won’t buy until they’re buyers", "url": "https://sharon-drew.com/no-decision-isnt-indecision", "published_at": "2023-06-12T08:50:43+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cf1e40bb", "title": "Questions Aren’t All They’re Cracked Up to Be, by Sharon-Drew Morgen", "url": "https://sharon-drew.com/questions-arent-all-theyre-cracked-up-to-be", "published_at": "2023-06-05T08:50:22+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63cfb05f55", "title": "Influencers Must Change Brains, not Minds: why information, persuasion, and motivation don’t cause change", "url": "https://sharon-drew.com/get-your-message-understood-how-influencers-can-change-minds", "published_at": "2023-05-08T08:50:24+00:00" }, { "id": "01a0cce5-a4c6-722a-a920-da63d031e060", "title": "Thank You. We Appreciate You: a case study in caring for employees", "url": "https://sharon-drew.com/thank-you-we-appreciate-you-a-case-study-in-caring-for-employees", "published_at": "2023-05-01T08:50:09+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fa617554", "title": "Servant Leadership: new skills to serve others, and why the old ones don’t work", "url": "https://sharon-drew.com/servant-leadership-new-skills-to-serve-others-and-why-the-old-ones-dont-work", "published_at": "2023-04-17T08:50:51+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fa7fdbae", "title": "The Discipline of Listening", "url": "https://sharon-drew.com/the-discipline-of-listening", "published_at": "2023-04-06T09:00:47+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fb7b67b2", "title": "Steps Along the Buying Decision Path", "url": "https://sharon-drew.com/steps-along-the-buying-decision-path-2", "published_at": "2023-03-27T06:00:13+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fbffeb0c", "title": "Can We Know When We Don’t Know What We Don’t Know?", "url": "https://sharon-drew.com/can-we-know-when-we-dont-know-what-we-dont-know", "published_at": "2023-02-06T09:50:02+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fc5b90cc", "title": "Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving", "url": "https://sharon-drew.com/making-money-and-making-nice-selling-managing-coaching-and-leading-with-respect-kindness-and-serving", "published_at": "2023-01-20T09:50:24+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fd41af1e", "title": "The Importance of Disruption", "url": "https://sharon-drew.com/the-importance-of-disruption", "published_at": "2023-01-02T09:50:01+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fdb1b1c2", "title": "Training vs. Learning: do you want to train? Or have someone learn?", "url": "https://sharon-drew.com/training-vs-learning", "published_at": "2022-11-14T09:50:38+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172fe1a1e43", "title": "Our Brains Cause Resistance: why change management initiatives get opposed", "url": "https://sharon-drew.com/our-brains-cause-resistance", "published_at": "2022-09-26T09:50:25+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172ff002c2d", "title": "Guys Aren’t Gender Neutral: the how and why of (un)biased communication", "url": "https://sharon-drew.com/guys-arent-gender-neutral-the-how-and-why-of-unbiased-communication", "published_at": "2022-09-19T09:50:36+00:00" }, { "id": "01a0cce5-ca24-7377-9e92-6172ff7cf44d", "title": "The Customer and the Lipstick: what are customer-facing staff saying to customers and clients?", "url": "https://sharon-drew.com/the-customer-and-the-lipstick", "published_at": "2022-08-15T09:50:21+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12efccff31d", "title": "What’s in a Name? The tale of Speaker vs Listener", "url": "https://sharon-drew.com/whats-in-a-name", "published_at": "2022-07-05T09:50:39+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12efd7645bb", "title": "I’ve Been Plagiarized", "url": "https://sharon-drew.com/ive-been-plagiarized", "published_at": "2022-06-20T09:50:58+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12efdec862f", "title": "Steps to Collaborative Decision Making for Successful Implementations", "url": "https://sharon-drew.com/collaborative-decision-making-for-successful-implementations", "published_at": "2022-05-16T09:50:04+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12efe99cec4", "title": "BuyING vs BuyER: how systems guide buying decisions", "url": "https://sharon-drew.com/buying-vs-buyer-how-systems-guide-buying-decisions", "published_at": "2022-03-21T09:50:04+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12eff2e9271", "title": "A Behavior is a Belief in Action: why change is so elusive", "url": "https://sharon-drew.com/a-behavior-is-a-belief-in-action", "published_at": "2022-03-14T09:50:20+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12f00262ec5", "title": "What’s the Cost of Disgruntled Employees? Hint: employees are Customer #1", "url": "https://sharon-drew.com/whats-the-cost-of-disgruntled-employees", "published_at": "2022-02-28T09:50:21+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12f011454be", "title": "Feedback: a route to collaboration and excellence", "url": "https://sharon-drew.com/feedback-a-route-to-collaboration-and-excellence", "published_at": "2022-02-14T09:50:46+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12f01e95f1a", "title": "We Don’t Know How to Hear Each Other: how natural biases distort our conversations", "url": "https://sharon-drew.com/we-dont-know-how-to-hear-each-other", "published_at": "2022-02-07T09:50:31+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12f02c8afc2", "title": "It’s Time to Break the Rules: A guide for troublemakers and changemakers", "url": "https://sharon-drew.com/its-time-to-break-the-rules", "published_at": "2022-01-31T09:50:41+00:00" }, { "id": "01a0cce5-eacf-71f7-af11-c12f033a6fc5", "title": "The New Jobs of Sales and Marketing: facilitate the buying before the buyer", "url": "https://sharon-drew.com/the-new-jobs-of-sales-and-marketing-facilitate-the-buying-before-the-buyer", "published_at": "2022-01-17T09:50:59+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109a55d477", "title": "The New Manager: new skills for new times", "url": "https://sharon-drew.com/the-new-manager-new-skills-for-new-times", "published_at": "2022-01-10T09:50:53+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109aeca3db", "title": "The Truth About Women in the Workplace", "url": "https://sharon-drew.com/the-truth-about-women-in-the-workplace", "published_at": "2021-12-06T09:50:38+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109b18a322", "title": "Buying Facilitation® Digital Selling", "url": "https://sharon-drew.com/buying-facilitation-digital-selling", "published_at": "2021-10-31T18:47:42+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109bfe00c9", "title": "Our Brains Bias What We Hear", "url": "https://sharon-drew.com/listening-biases-how-we-restrict-opportunity", "published_at": "2021-10-25T09:50:39+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109c69893a", "title": "Buying Enablement: the missing piece in Revenue Enablement", "url": "https://sharon-drew.com/buying-enablement-the-missing-piece-in-revenue-enablement", "published_at": "2021-10-18T09:50:00+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109cd84844", "title": "The HOW of Change™: the physiology of transformation", "url": "https://sharon-drew.com/the-how-of-change-2", "published_at": "2021-10-04T09:50:18+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109da8530d", "title": "What, Exactly, is the Buying Journey from the Buy Side?", "url": "https://sharon-drew.com/what-exactly-is-the-buying-journey-from-the-buy-side", "published_at": "2021-08-30T09:50:48+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109ddf86ea", "title": "Don’t You Realize Selling Doesn’t Cause Buying?", "url": "https://sharon-drew.com/dont-you-realize-selling-doesnt-cause-buying", "published_at": "2021-08-09T09:50:51+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109e7c854b", "title": "The Business of Kindness", "url": "https://sharon-drew.com/the-business-of-kindness", "published_at": "2021-06-28T09:50:12+00:00" }, { "id": "01a0cce6-06bf-73c2-b716-83109f5be50b", "title": "Prospects Aren’t Always Prospects", "url": "https://sharon-drew.com/prospects-arent-always-prospects-3", "published_at": "2021-05-24T09:50:05+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b5294a0b", "title": "Beyond the Mask: do we really see each other?", "url": "https://sharon-drew.com/beyond-the-mask-do-we-really-see-each-other", "published_at": "2021-05-10T09:50:55+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b5eb75fc", "title": "Addressing Diversity Through Listening", "url": "https://sharon-drew.com/diversity-and-bias-how-to-hear-different-people-differently", "published_at": "2021-05-03T09:50:53+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b5f4a6f4", "title": "Let’s Talk About Sales", "url": "https://sharon-drew.com/lets-talk-about-sales", "published_at": "2021-04-26T09:50:24+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b6b78c88", "title": "What, Exactly, is Facilitation? Plans for an Institute", "url": "https://sharon-drew.com/what-exactly-is-facilitation-plans-for-an-institute", "published_at": "2021-03-22T09:50:34+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b74f96eb", "title": "Buying Patterns: what are they, and how to influence them", "url": "https://sharon-drew.com/buying-patterns-what-are-they-and-how-to-influence-them", "published_at": "2021-02-01T09:50:20+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b7fc058d", "title": "Thoughts about Surveillance Capitalism and Human Futures Marketing", "url": "https://sharon-drew.com/thoughts-about-surveillance-capitalism-and-human-futures-marketing", "published_at": "2021-01-11T09:50:35+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b89060d9", "title": "Where is the real control in the sales process?", "url": "https://sharon-drew.com/where-is-the-real-control-in-the-sales-process", "published_at": "2020-11-23T14:50:03+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b921a5d0", "title": "Do We Forget Our Values With ‘Different’ People?", "url": "https://sharon-drew.com/do-we-forget-our-values-with-different-people", "published_at": "2020-11-16T09:50:50+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b99e4241", "title": "Upselling: find additional business in existing accounts", "url": "https://sharon-drew.com/upselling-find-additional-business-in-existing-accounts", "published_at": "2020-10-12T09:50:12+00:00" }, { "id": "01a0cce6-2b23-7335-8a42-27d7b9b4bb7b", "title": "Selling Only Handles a Small Portion of Buying Decisions", "url": "https://sharon-drew.com/selling-only-handles-a-small-portion-of-buying-decisions", "published_at": "2020-10-05T09:50:17+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded68fb41c73", "title": "The Fallacy of Making Appointments", "url": "https://sharon-drew.com/the-fallacy-of-making-appointments", "published_at": "2020-09-14T13:50:32+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded690650173", "title": "Authenticity in Business: differentiating yourself in these uncertain times", "url": "https://sharon-drew.com/authenticity-in-business-differentiating-yourself-in-these-uncertain-times", "published_at": "2020-08-24T09:50:42+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded690febe5d", "title": "Checklist for Influencers: questions for sellers, coaches, leaders, change agents", "url": "https://sharon-drew.com/checklist-for-influencers-questions-for-sellers-coaches-leaders-change-agents", "published_at": "2020-08-03T09:50:16+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded691234364", "title": "Change Facilitation: the essential skill for turbulent times", "url": "https://sharon-drew.com/change-facilitation-the-essential-skill-for-turbulent-times", "published_at": "2020-07-20T09:50:39+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded691a84ea4", "title": "How to Avoid Objections", "url": "https://sharon-drew.com/how-to-avoid-objections", "published_at": "2020-07-13T13:50:20+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded691e8c4b1", "title": "Win the RFP by Adding Value", "url": "https://sharon-drew.com/winning-the-rfp-business", "published_at": "2020-07-06T09:50:50+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded6923c4054", "title": "We’re Using Sales Wrong", "url": "https://sharon-drew.com/were-using-sales-wrong", "published_at": "2020-05-11T09:50:24+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded692aa0248", "title": "Dancin’ in the Street with Keb Mo", "url": "https://sharon-drew.com/dancin-on-the-street-with-keb-mo", "published_at": "2020-05-04T13:50:21+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded69344d170", "title": "Make a Prospect, Not a Sale: new thinking for new times", "url": "https://sharon-drew.com/make-a-prospect-not-a-sale", "published_at": "2020-04-20T09:50:54+00:00" }, { "id": "01a0cce6-54df-70aa-b24b-ded6943ee94f", "title": "Sharon-Drew Morgen Learning Products", "url": "https://sharon-drew.com/sharon-drew-morgen-learning-products", "published_at": "2020-04-19T18:36:06+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa65995c1", "title": "Sharon-Drew Morgen Training Programs", "url": "https://sharon-drew.com/sharon-drew-morgen-training-programs", "published_at": "2020-04-19T18:27:43+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa6fbd359", "title": "Sharon-Drew Morgen Books", "url": "https://sharon-drew.com/sharon-drew-morgen-books", "published_at": "2020-04-19T18:22:48+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa7d63e17", "title": "Buying Facilitation® e-book", "url": "https://sharon-drew.com/buying-facilitation", "published_at": "2020-04-19T17:56:41+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa8b9a965", "title": "Sharon-Drew Morgen’s List of Clients", "url": "https://sharon-drew.com/clients", "published_at": "2020-04-19T17:54:26+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa8f436d1", "title": "Design Training to Enable Neural Circuits to Accept and Retain New Learning without Resistance", "url": "https://sharon-drew.com/design-training-to-enable-neural-circuits-to-accept-and-retain-new-learning-without-resistance", "published_at": "2020-04-12T18:32:14+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa9b0e86e", "title": "Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants", "url": "https://sharon-drew.com/make-the-phone-your-friend", "published_at": "2020-04-06T09:50:46+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fa9c53ef7", "title": "Shelter in Place: the global family stays home", "url": "https://sharon-drew.com/shelter-in-place", "published_at": "2020-03-23T14:50:03+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490faa2758ba", "title": "Practical Decision Making: a route to enhanced effectiveness", "url": "https://sharon-drew.com/practical-decision-making-getting-it-righter", "published_at": "2020-03-16T14:50:55+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fab16d908", "title": "The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change", "url": "https://sharon-drew.com/the-big-push-why-sellers-doctors-coaches-and-leaders-dont-effect-permanent-change", "published_at": "2020-03-09T10:50:55+00:00" }, { "id": "01a0cce6-79ee-7285-b751-490fab889a13", "title": "Who’s a Buyer?", "url": "https://sharon-drew.com/whos-a-buyer", "published_at": "2020-03-02T10:50:03+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e608facfa", "title": "A Buyer’s Guide to Buying: the hidden steps", "url": "https://sharon-drew.com/a-buyers-guide-to-buying-the-hidden-steps", "published_at": "2020-01-20T09:30:54+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e616c422b", "title": "How To Help Buyers Shift Their Status Quo", "url": "https://sharon-drew.com/how-to-help-buyers-shift-their-status-quo", "published_at": "2020-01-06T09:50:40+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e62291f7a", "title": "Buy-In: how to procure compliance, and why it seems difficult", "url": "https://sharon-drew.com/buy-in-how-to-procure-compliance-and-why-it-seems-difficult", "published_at": "2019-12-23T14:50:10+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e6261c9ed", "title": "Assessment: How much do you suck at listening?", "url": "https://sharon-drew.com/assessment-how-much-do-you-suck-at-listening", "published_at": "2019-12-23T13:06:07+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e62ded7ea", "title": "The HOW of Change Podcast", "url": "https://sharon-drew.com/the-how-of-change-podcast", "published_at": "2019-11-19T17:40:28+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e62efc53f", "title": "When, Why, What, and How to Pitch Your Story: a guide for parents, leaders, fund raisers, and sellers", "url": "https://sharon-drew.com/when-why-what-and-how-to-pitch-your-story-a-guide-for-parents-leaders-fund-raisers-and-sellers", "published_at": "2019-11-04T10:50:39+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e631b50e7", "title": "What You Need to Know about Systems and How they Affect Change", "url": "https://sharon-drew.com/what-you-need-to-know-about-systems", "published_at": "2019-10-28T10:50:10+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e6396708e", "title": "Do We Really Need Proposals?", "url": "https://sharon-drew.com/do-we-really-need-proposals", "published_at": "2019-09-30T14:50:42+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e6422babe", "title": "The Cost of Misunderstanding: why leaders must take responsibility for mistakes", "url": "https://sharon-drew.com/the-cost-of-misunderstanding-why-leaders-must-take-responsibility-for-mistakes", "published_at": "2019-09-23T10:50:16+00:00" }, { "id": "01a0cce6-9c22-739a-b4cc-5e5e6484068b", "title": "Communication Competence: the case for enhanced soft skills for our new digital world", "url": "https://sharon-drew.com/communication-competence-the-case-for-enhanced-soft-skills-for-our-new-digital-world", "published_at": "2019-09-16T10:50:26+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a76ef5adfa", "title": "Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter", "url": "https://sharon-drew.com/resistance-to-guidance-why-sales-coaching-and-leadership-practices-falter", "published_at": "2019-09-09T10:50:29+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a76f81d2a6", "title": "Sharon-Drew Morgen Bio", "url": "https://sharon-drew.com/sharon-drew-morgen-bio", "published_at": "2019-07-23T21:33:50+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a76fa20c9e", "title": "How the Sales Industry Colludes in Failure", "url": "https://sharon-drew.com/how-the-sales-industry-colludes-in-failure", "published_at": "2019-07-01T14:50:24+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a76fb20bae", "title": "To Change Behaviors, First Change Beliefs: an essay for change agents", "url": "https://sharon-drew.com/to-change-behaviors-first-change-beliefs-an-essay-for-change-agents", "published_at": "2019-06-10T08:40:59+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a77043f0b4", "title": "Recognize Buyers on the First Call", "url": "https://sharon-drew.com/recognize-buyers-on-the-first-call", "published_at": "2019-05-13T10:50:13+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a770d888fb", "title": "Asperger’s put to work: an essay on coding choice and decision making", "url": "https://sharon-drew.com/aspergers-put-to-work-an-essay-on-coding-choice-and-decision-making", "published_at": "2019-04-29T14:50:20+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a77174cc13", "title": "How Listening Filters Cause Misunderstanding", "url": "https://sharon-drew.com/how-listening-filters-cause-misunderstanding-3", "published_at": "2019-04-01T09:50:26+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a771fbc213", "title": "Sellers Ask the Wrong Questions", "url": "https://sharon-drew.com/sellers-ask-the-wrong-questions", "published_at": "2019-02-25T00:05:22+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a77206fd79", "title": "Change management and sales: influencing the buying decision path", "url": "https://sharon-drew.com/change-management-and-sales-influencing-the-buying-decision-path", "published_at": "2019-02-25T00:02:57+00:00" }, { "id": "01a0cce6-bd11-710a-850d-f7a7722fea46", "title": "Successful Fundraising: getting chosen over the competition", "url": "https://sharon-drew.com/successful-fundraising-getting-chosen-over-the-competition", "published_at": "2019-02-11T05:10:03+00:00" } ] posts Claim your blog

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2024

Is AI Right for Your Company?original ↗

8 Apr 2024

Groupthink: the cost of collective stupidity original ↗

25 Mar 2024

Sell to Prospects who WILL Buy, not Those who SHOULD Buy original ↗

4 Mar 2024

What Makes A Decision Irrational?original ↗

19 Feb 2024

Vendors Don’t Care About Customers Anymore original ↗

12 Feb 2024

Facilitative Questions™: questions that facilitate personal change, decision making, and search original ↗

5 Feb 2024

RESISTANCE: why we get it and how to avoid it original ↗

29 Jan 2024

Change Management: how sales and marketing can engage real buyers original ↗

22 Jan 2024

Customer Service from the Customer Side original ↗

8 Jan 2024

2023

Our Brains Decide For Us: why we get resistance during change original ↗

4 Dec 2023

Why Aren’t You Closing More Prospects? Hint: maybe ‘need’ is not the best predictor original ↗

6 Nov 2023

Change Without Resistance: Podcast series and article on generating buy-in with systems thinking original ↗

2 Oct 2023

HOW? Generating new neural pathways for learning, behavior change and decision making original ↗

18 Sept 2023

I am a Victim of Chat GPT original ↗

7 Aug 2023

I Hear You My Way original ↗

17 Jul 2023

Why? May Be the Wrong Question, by Sharon-Drew Morgen original ↗

1 Jul 2023

‘No Decision’ isn’t Indecision: people won’t buy until they’re buyers original ↗

12 Jun 2023

Questions Aren’t All They’re Cracked Up to Be, by Sharon-Drew Morgen original ↗

5 Jun 2023

Influencers Must Change Brains, not Minds: why information, persuasion, and motivation don’t cause change original ↗

8 May 2023

Thank You. We Appreciate You: a case study in caring for employees original ↗

1 May 2023

Servant Leadership: new skills to serve others, and why the old ones don’t work original ↗

17 Apr 2023

The Discipline of Listening original ↗

6 Apr 2023

Steps Along the Buying Decision Path original ↗

27 Mar 2023

Can We Know When We Don’t Know What We Don’t Know?original ↗

6 Feb 2023

Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving original ↗

20 Jan 2023

The Importance of Disruption original ↗

2 Jan 2023

2022

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

14 Nov 2022

Our Brains Cause Resistance: why change management initiatives get opposed original ↗

26 Sept 2022

Guys Aren’t Gender Neutral: the how and why of (un)biased communication original ↗

19 Sept 2022

The Customer and the Lipstick: what are customer-facing staff saying to customers and clients?original ↗

15 Aug 2022

What’s in a Name? The tale of Speaker vs Listener original ↗

5 Jul 2022

I’ve Been Plagiarized original ↗

20 Jun 2022

Steps to Collaborative Decision Making for Successful Implementations original ↗

16 May 2022

BuyING vs BuyER: how systems guide buying decisions original ↗

21 Mar 2022

A Behavior is a Belief in Action: why change is so elusive original ↗

14 Mar 2022

What’s the Cost of Disgruntled Employees? Hint: employees are Customer #1 original ↗

28 Feb 2022

Feedback: a route to collaboration and excellence original ↗

14 Feb 2022

We Don’t Know How to Hear Each Other: how natural biases distort our conversations original ↗

7 Feb 2022

It’s Time to Break the Rules: A guide for troublemakers and changemakers original ↗

31 Jan 2022

The New Jobs of Sales and Marketing: facilitate the buying before the buyer original ↗

17 Jan 2022

The New Manager: new skills for new times original ↗

10 Jan 2022

2021

The Truth About Women in the Workplace original ↗

6 Dec 2021

Buying Facilitation® Digital Selling original ↗

31 Oct 2021

Our Brains Bias What We Hear original ↗

25 Oct 2021

Buying Enablement: the missing piece in Revenue Enablement original ↗

18 Oct 2021

The HOW of Change™: the physiology of transformation original ↗

4 Oct 2021

What, Exactly, is the Buying Journey from the Buy Side?original ↗

30 Aug 2021

Don’t You Realize Selling Doesn’t Cause Buying?original ↗

9 Aug 2021

The Business of Kindness original ↗

28 Jun 2021

Prospects Aren’t Always Prospects original ↗

24 May 2021

Beyond the Mask: do we really see each other?original ↗

10 May 2021

Addressing Diversity Through Listening original ↗

3 May 2021

Let’s Talk About Sales original ↗

26 Apr 2021

What, Exactly, is Facilitation? Plans for an Institute original ↗

22 Mar 2021

Buying Patterns: what are they, and how to influence them original ↗

1 Feb 2021

Thoughts about Surveillance Capitalism and Human Futures Marketing original ↗

11 Jan 2021

2020

Where is the real control in the sales process?original ↗

23 Nov 2020

Do We Forget Our Values With ‘Different’ People?original ↗

16 Nov 2020

Upselling: find additional business in existing accounts original ↗

12 Oct 2020

Selling Only Handles a Small Portion of Buying Decisions original ↗

5 Oct 2020

The Fallacy of Making Appointments original ↗

14 Sept 2020

Authenticity in Business: differentiating yourself in these uncertain times original ↗

24 Aug 2020

Checklist for Influencers: questions for sellers, coaches, leaders, change agents original ↗

3 Aug 2020

Change Facilitation: the essential skill for turbulent times original ↗

20 Jul 2020

How to Avoid Objections original ↗

13 Jul 2020

Win the RFP by Adding Value original ↗

6 Jul 2020

We’re Using Sales Wrong original ↗

11 May 2020

Dancin’ in the Street with Keb Mo original ↗

4 May 2020

Make a Prospect, Not a Sale: new thinking for new times original ↗

20 Apr 2020

Sharon-Drew Morgen Learning Products original ↗

19 Apr 2020

Sharon-Drew Morgen Training Programs original ↗

19 Apr 2020

Sharon-Drew Morgen Books original ↗

19 Apr 2020

Buying Facilitation® e-book original ↗

19 Apr 2020

Sharon-Drew Morgen’s List of Clients original ↗

19 Apr 2020

Design Training to Enable Neural Circuits to Accept and Retain New Learning without Resistance original ↗

12 Apr 2020

Make the Phone Your Friend: best practices for sellers, healthcare providers, and consultants original ↗

6 Apr 2020

Shelter in Place: the global family stays home original ↗

23 Mar 2020

Practical Decision Making: a route to enhanced effectiveness original ↗

16 Mar 2020

The Big Push: why sellers, doctors, coaches, and leaders, don’t effect permanent change original ↗

9 Mar 2020

Who’s a Buyer?original ↗

2 Mar 2020

A Buyer’s Guide to Buying: the hidden steps original ↗

20 Jan 2020

How To Help Buyers Shift Their Status Quo original ↗

6 Jan 2020

2019

Buy-In: how to procure compliance, and why it seems difficult original ↗

23 Dec 2019

Assessment: How much do you suck at listening?original ↗

23 Dec 2019

The HOW of Change Podcast original ↗

19 Nov 2019

When, Why, What, and How to Pitch Your Story: a guide for parents, leaders, fund raisers, and sellers original ↗

4 Nov 2019

What You Need to Know about Systems and How they Affect Change original ↗

28 Oct 2019

Do We Really Need Proposals?original ↗

30 Sept 2019

The Cost of Misunderstanding: why leaders must take responsibility for mistakes original ↗

23 Sept 2019

Communication Competence: the case for enhanced soft skills for our new digital world original ↗

16 Sept 2019

Resistance to Guidance: Why Sales, Coaching, and Leadership Practices Falter original ↗

9 Sept 2019

Sharon-Drew Morgen Bio original ↗

23 Jul 2019

How the Sales Industry Colludes in Failure original ↗

1 Jul 2019

To Change Behaviors, First Change Beliefs: an essay for change agents original ↗

10 Jun 2019

Recognize Buyers on the First Call original ↗

13 May 2019

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

29 Apr 2019

How Listening Filters Cause Misunderstanding original ↗

1 Apr 2019

Sellers Ask the Wrong Questions original ↗

25 Feb 2019

Change management and sales: influencing the buying decision path original ↗

25 Feb 2019

Successful Fundraising: getting chosen over the competition original ↗

11 Feb 2019