Using Buyer Personas During Pre-Sales Stages
Monday, 2 Mar, 2015
Using Buyer Personas During Pre-Sales Stages

Buyer Personas do a great job targeting marketing and sales campaigns to reach the most probable buying audience. But it’s possible to make them even more efficient.
Here’s a question: Do you want to sell/market? Or have someone buy? The belief is that if you can sell/market appropriately – the right campaign to the right buyer with the right solution at the right time – buyers will buy. If that were true, you’d be closing a helluva lot more than you’re closing. Sure, Buyer Personas make a difference in your close rate. But it could be higher.

On Becoming 69 by Sharon Drew Morgen
Monday, 16 Feb, 2015
On Becoming 69 by Sharon Drew Morgen

Today I turn 69. As I look back over my life I feel quite gratified that I have used what I was given to make this world a better place. But I was merely following directions.

Consensus: From Biases to Buy-in
Monday, 9 Feb, 2015
Consensus: From Biases to Buy-in

When groups seek change – when considering purchasing a new solution, shifting strategies, reorganizing, for example – they need consensus. When families discuss putting a family member in a home, or start-ups decide to seek funding, they need consensus. How do groups achieve an outcome

Avoiding Resistance or Why New Year’s Resolutions Fail
Tuesday, 20 Jan, 2015
Avoiding Resistance or Why New Year’s Resolutions Fail

Every year, with the best will in the world, we make New Year’s resolutions to make some sort of change, like exercising more or eating healthier. We start off with great gusto and determination, yet by February we begin making excuses to avoid the gym, or convince ourselves pizza would be great for dinner. What happens? We’re approaching change in the wrong way. But we can easily make it right.

Getting To Agreement
Monday, 12 Jan, 2015
Getting To Agreement

We all theoretically recognize that everyone has the right to their own beliefs. But in situations where we have great passion (or the moral high ground, as we would like to believe) we have difficulty being generous with those who disagree with us. Wouldn’t it be nice to persuade others to see the world as we see it?

Sharon Drew Morgen is on the cover of SSE/HR magazine
Friday, 9 Jan, 2015
Sharon Drew Morgen is on the cover of SSE/HR magazine

Read my article on how we can hear each other accurately, and close the gap between what’s said and what’s heard.