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Did You Really Say What I Think I Heard?", "url": "https://sharon-drew.com/new-listening-book-available-dec-8", "published_at": "2014-11-29T13:36:11+00:00" }, { "id": "01a0cce7-de85-724c-a8e2-39ad734370a2", "title": "HOW TO LISTEN TO HEAR WHAT’S INTENDED", "url": "https://sharon-drew.com/12855-2", "published_at": "2014-11-17T17:15:08+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6b88b4e1", "title": "Do You Hear Your Buyers?", "url": "https://sharon-drew.com/do-you-hear-your-buyers", "published_at": "2014-11-14T14:05:05+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6c4ecae2", "title": "Why is buy-in necessary – and how to achieve it (Part 5)", "url": "https://sharon-drew.com/why-is-buy-in-necessary-and-how-to-achieve-it-part-5", "published_at": "2014-11-09T13:27:06+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6d5a335d", "title": "CHANGE ARTICLE/PODCASTS", "url": "https://sharon-drew.com/change-articlepodcasts", "published_at": "2014-10-21T18:52:17+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6d07c85b", "title": "What is Resistance? (Part 4)", "url": "https://sharon-drew.com/what-is-resistance-part-4-2", "published_at": "2014-10-21T13:21:26+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6dc4ad6c", "title": "The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)", "url": "https://sharon-drew.com/the-historic-problems-with-change-management-models-bias-resistance-and-push-part-3", "published_at": "2014-10-14T16:15:24+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6dedaedc", "title": "What Is change And Why Is It So Difficult? (Part 2)", "url": "https://sharon-drew.com/what-is-change-and-why-is-it-so-difficult-part-2", "published_at": "2014-10-06T09:59:30+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6e188c94", "title": "What Is Change? (Part 1)", "url": "https://sharon-drew.com/what-is-change", "published_at": "2014-09-29T17:11:42+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6e6aeaff", "title": "Use Cold Calls To Sell, Not Make Appointments", "url": "https://sharon-drew.com/use-cold-calls-to-sell-not-make-appointments", "published_at": "2014-09-23T12:51:45+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6ec2f983", "title": "Two Cold Call Case Studies", "url": "https://sharon-drew.com/two-cold-call-case-studies", "published_at": "2014-09-14T15:42:40+00:00" }, { "id": "01a0cce7-fc67-70e3-8583-b39a6ed331c7", "title": "Don’t Give Away Free Programs", "url": "https://sharon-drew.com/dont-give-away-free-programs", "published_at": "2014-09-07T07:50:26+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf26e1e65", "title": "Why Buyers Aren’t Buying", "url": "https://sharon-drew.com/why-buyers-arent-buying", "published_at": "2014-08-18T20:06:19+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf2f67435", "title": "What Makes A Prospect A Buyer?", "url": "https://sharon-drew.com/what-makes-a-prospect-a-buyer", "published_at": "2014-08-12T13:08:40+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf34ec495", "title": "Selling with Integrity", "url": "https://sharon-drew.com/selling-with-integrity-2", "published_at": "2014-08-05T05:00:52+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf374dea2", "title": "Why Aren’t Buyers With Needs Buying?", "url": "https://sharon-drew.com/why-arent-buyers-with-needs-buying-2", "published_at": "2014-07-28T08:49:53+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf41c61a3", "title": "It’s the Consensus, Stupid*", "url": "https://sharon-drew.com/its-the-consensus-stupid", "published_at": "2014-07-14T09:00:43+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf4e4b7fc", "title": "A Purchase Is Not An Isolated Event", "url": "https://sharon-drew.com/a-purchase-is-not-an-isolated-event", "published_at": "2014-07-08T11:47:00+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf4f4a163", "title": "Cold Calls Can Be Effective, But Not Like This", "url": "https://sharon-drew.com/cold-calls-can-be-effective-but-not-like-this", "published_at": "2014-06-26T13:35:11+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf59053b1", "title": "Does The Sales Model Do What We Need It To Do?", "url": "https://sharon-drew.com/does-the-sales-model-do-what-we-need-it-to-do-3", "published_at": "2014-06-17T13:19:54+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf542c68a", "title": "Help Buyers Buy: Facilitate The Buy Path, Then Sell", "url": "https://sharon-drew.com/help-buyers-buy-facilitate-the-buy-path-then-sell", "published_at": "2014-06-17T07:36:15+00:00" }, { "id": "01a0cce8-242d-7223-9aec-a9fcf5ef712e", "title": "Seeking Funding? Have Investors Choose You Over The Competition.", "url": "https://sharon-drew.com/seeking-funding-have-investors-choose-you-over-the-competition", "published_at": "2014-06-09T10:41:46+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7a864a7e2", "title": "The Last Thing Buyers Need is your Solution", "url": "https://sharon-drew.com/the-last-thing-buyers-need-is-your-solution", "published_at": "2014-06-03T06:30:32+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7a9051ed3", "title": "You think know your buyer. You don’t.", "url": "https://sharon-drew.com/you-cannot-know-your-buyer", "published_at": "2014-06-03T05:02:12+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7a9f7c0e2", "title": "Social Listening: Are We Really Hearing Our Customers", "url": "https://sharon-drew.com/social-listening-are-we-really-hearing-our-customers-2", "published_at": "2014-05-26T21:35:17+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7aa8cf6fd", "title": "What’s a Buying Decision Team? And Why is it Important?", "url": "https://sharon-drew.com/whats-a-buying-decision-team-and-why-is-it-important", "published_at": "2014-05-26T11:30:05+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7ac0fbf7b", "title": "How Do Decisions Get Made?", "url": "https://sharon-drew.com/how-do-decisions-get-made-2", "published_at": "2014-05-07T04:30:56+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7ac4aa513", "title": "Selling for the Banking Industry", "url": "https://sharon-drew.com/selling-for-the-banking-industry-2", "published_at": "2014-05-07T03:39:42+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7ab590a43", "title": "Content is not King", "url": "https://sharon-drew.com/content-is-not-king", "published_at": "2014-05-06T22:35:04+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7ad2cd82f", "title": "INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?", "url": "https://sharon-drew.com/information-is-the-problem-whats-the-solution-2", "published_at": "2014-05-06T05:05:13+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7adea8483", "title": "How Sales, Marketing and Social Can Facilitate the Decision Path", "url": "https://sharon-drew.com/how-sales-marketing-and-social-can-facilitate-the-decision-path", "published_at": "2014-04-29T13:24:13+00:00" }, { "id": "01a0cce8-42f0-73d7-bb9d-d1d7adf244a8", "title": "How do you buy? Steps in a buying decision", "url": "https://sharon-drew.com/pretend-you-are-a-buyer", "published_at": "2014-04-15T06:29:18+00:00" } ] posts Claim your blog

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2019

Asperger’s, Max, and Me original ↗

11 Feb 2019

Buying Facilitation® and Sales: The Great One-Two Punch original ↗

20 Jan 2019

The Problem With Information: the right time to pitch, gather, share, and advise original ↗

14 Jan 2019

Meetings: The Purpose, The Pain, The Possibility original ↗

14 Jan 2019

12 Dirty Little Secrets: why buyers don’t buy original ↗

7 Jan 2019

Write Content That Facilitates Buying Decisions original ↗

7 Jan 2019

2018

Sales is an Outdated Model original ↗

10 Dec 2018

Anatomy of a Lost Sale: Case Study original ↗

19 Nov 2018

Starting a Tech Company in 1983 original ↗

12 Nov 2018

Optimizing Buyer Personas to Facilitate Pre-Sales Decisions original ↗

29 Oct 2018

Miscommunication: the reasons, the cure, the prevention original ↗

29 Oct 2018

We Close Only The Low Hanging Fruit original ↗

11 Jun 2018

Customer Service Case Study: Who Are You Serving?original ↗

17 Apr 2018

Why Building Relationships is an Unsuccessful Sales Technique original ↗

26 Feb 2018

Healthcare Apps Can Facilitate Patient Compliance original ↗

22 Jan 2018

2017

Mother Knows Best original ↗

4 Dec 2017

Upselling with Integrity: connecting authentically with your target market original ↗

6 Nov 2017

Hear Us Roar original ↗

16 Oct 2017

Two Cold Call Case Studies: Why Your Cold Calls Aren’t Working original ↗

2 Oct 2017

Our Listening Restricts Our Lives: understanding our listening filters original ↗

25 Sept 2017

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

18 Sept 2017

How Sales Overlooks Buyers: Essay and Q&A original ↗

11 Sept 2017

What, Exactly, Is An Opportunity?original ↗

28 Aug 2017

Do You Want to Sell? Or Have Someone Buy?original ↗

31 Jul 2017

Floating Suburbia: My journey to the River original ↗

19 Jun 2017

You’re Always Busy!?original ↗

5 Jun 2017

Selling Ideas to Colleagues original ↗

24 Apr 2017

The How of Heart original ↗

6 Feb 2017

Sales, Marketing and Social Can Be More Successful. Hint: it’s not about your content.original ↗

16 Jan 2017

Why New Year’s Resolutions Fail original ↗

4 Jan 2017

2016

Overcoming Opposition original ↗

14 Nov 2016

Why the Need to Build Relationships is a Myth original ↗

3 Oct 2016

Sales, Marketing and Social Can Be More Successful: hint – it’s not about your content original ↗

22 Aug 2016

DOing vs. BEing: creating rules that put customers first original ↗

27 Jun 2016

Using Follow Up Effectively original ↗

31 May 2016

The Arrogance of Listening original ↗

16 May 2016

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

25 Apr 2016

Buying Decisions, Buying Decision Path, Buy Cycles, and Pre-Sales original ↗

14 Mar 2016

On Becoming 70 original ↗

15 Feb 2016

Why Pitching, Persuading, Guiding, and Influencing are Largely Unsuccessful – a thought paper for sellers, coaches, leaders, parents, and managers original ↗

25 Jan 2016

What Should Coaches, Managers, and Consultants Be Listening For?original ↗

11 Jan 2016

2015

The Heart of Sales original ↗

21 Dec 2015

Steps in a Buying Decision original ↗

17 Nov 2015

Finding A Prospect vs. Creating A Prospect original ↗

26 Oct 2015

Decision Makers vs. Influencers original ↗

5 Oct 2015

Why Do We Listen To Each Other?original ↗

28 Sept 2015

How Much Time Do Sales People Waste?original ↗

31 Aug 2015

Why do we gather information from buyers?original ↗

17 Aug 2015

How do buyers choose one solution over another?original ↗

10 Aug 2015

Can Collaboration Work?original ↗

27 Jul 2015

Can Collaboration Work?original ↗

27 Jun 2015

Sales Is A Flawed Model original ↗

26 Jun 2015

Sales is a Flawed Model original ↗

26 Jun 2015

Get the Yes: Winning Funding, RFPs, and Grants original ↗

15 Jun 2015

Help Marketing Know Buyers Well Enough…original ↗

8 Jun 2015

Content Marketing that Converts original ↗

1 Jun 2015

When Should a Seller Gather Information or Understand Needs?original ↗

4 May 2015

Questions: The Problems and the Possibilities original ↗

30 Mar 2015

Motivation Is An Inside Job original ↗

9 Mar 2015

Using Buyer Personas During Pre-Sales Stages original ↗

2 Mar 2015

On Becoming 69 by Sharon-Drew Morgen original ↗

16 Feb 2015

Consensus: From Biases to Buy-in original ↗

9 Feb 2015

Avoiding Resistance or Why New Year’s Resolutions Fail original ↗

20 Jan 2015

Getting To Agreement original ↗

12 Jan 2015

Sharon-Drew Morgen is on the cover of SSE/HR magazine original ↗

9 Jan 2015

Speaker or Listener: Who’s Responsible For Misunderstandings?original ↗

5 Jan 2015

2014

What Should Coaches Be Listening For?original ↗

14 Dec 2014

We Don’t Really Hear Each Other original ↗

8 Dec 2014

What? Did You Really Say What I Think I Heard?original ↗

29 Nov 2014

HOW TO LISTEN TO HEAR WHAT’S INTENDED original ↗

17 Nov 2014

Do You Hear Your Buyers?original ↗

14 Nov 2014

Why is buy-in necessary – and how to achieve it (Part 5)original ↗

9 Nov 2014

CHANGE ARTICLE/PODCASTS original ↗

21 Oct 2014

What is Resistance? (Part 4)original ↗

21 Oct 2014

The Historic Problems with Change Management Models: bias, resistance, and push. (Part 3)original ↗

14 Oct 2014

What Is change And Why Is It So Difficult? (Part 2)original ↗

6 Oct 2014

What Is Change? (Part 1)original ↗

29 Sept 2014

Use Cold Calls To Sell, Not Make Appointments original ↗

23 Sept 2014

Two Cold Call Case Studies original ↗

14 Sept 2014

Don’t Give Away Free Programs original ↗

7 Sept 2014

Why Buyers Aren’t Buying original ↗

18 Aug 2014

What Makes A Prospect A Buyer?original ↗

12 Aug 2014

Selling with Integrity original ↗

5 Aug 2014

Why Aren’t Buyers With Needs Buying?original ↗

28 Jul 2014

It’s the Consensus, Stupid*original ↗

14 Jul 2014

A Purchase Is Not An Isolated Event original ↗

8 Jul 2014

Cold Calls Can Be Effective, But Not Like This original ↗

26 Jun 2014

Does The Sales Model Do What We Need It To Do?original ↗

17 Jun 2014

Help Buyers Buy: Facilitate The Buy Path, Then Sell original ↗

17 Jun 2014

Seeking Funding? Have Investors Choose You Over The Competition.original ↗

9 Jun 2014

The Last Thing Buyers Need is your Solution original ↗

3 Jun 2014

You think know your buyer. You don’t.original ↗

3 Jun 2014

Social Listening: Are We Really Hearing Our Customers original ↗

26 May 2014

What’s a Buying Decision Team? And Why is it Important?original ↗

26 May 2014

How Do Decisions Get Made?original ↗

7 May 2014

Selling for the Banking Industry original ↗

7 May 2014

Content is not King original ↗

6 May 2014

INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?original ↗

6 May 2014

How Sales, Marketing and Social Can Facilitate the Decision Path original ↗

29 Apr 2014

How do you buy? Steps in a buying decision original ↗

15 Apr 2014