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Listening & Decision Making

What Is change And Why Is It So Difficult? (Part 2)
Monday, 6 Oct, 2014
What Is change And Why Is It So Difficult? (Part 2)

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information

The Last Thing Buyers Need is your Solution
Tuesday, 3 Jun, 2014
The Last Thing Buyers Need is your Solution

You have a choice: you can follow buyers around until they decide they need your solution – about 90% of them won’t – or facilitate their decision path. I developed a change facilitation model. Read more…….

Social Listening: Are We Really Hearing Our Customers
Monday, 26 May, 2014
Social Listening: Are We Really Hearing Our Customers

Currently we’re merely listening for what we want to hear, thereby restricting the full potential of social listening. As more than merely a tool for monitoring, text mining, analyzing, or customer experience management and intelligence, social listening can determine when and how to actively facilitate buyers, users, and followers through to the desired outcome.

There are 13 steps all buyers or followers – consumers of products as well as services, B2B as well as B2C – take before they finally choose to buy a new solution. The first 10 of these steps include hidden, change management, and buy-in issues that are essential, but not directly related to, a purchase.

What’s a Buying Decision Team? And Why is it Important?
Monday, 26 May, 2014
What’s a Buying Decision Team? And Why is it Important?

A buying decision is not a whim. Whether you’re making a small personal purchase with one Buying Decision Team member or a…

INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?
Tuesday, 6 May, 2014
INFORMATION IS THE PROBLEM: WHAT’S THE SOLUTION?

Information, when used to influence or sell, has cost us untold loss in business and relationships. It actually causes resistance.

How To Listen To Hear What’s Intended
Sunday, 23 Feb, 2014
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?”