Strategy Driven

FEBRUARY 4, 2016

Sales and marketing folks, managers, trainers, coaches, leaders – any profession that focuses on offering advice or promoting action – must stop trying to ‘pitch’ even if someone needs to hear it. Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation.

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Coaching Course System Leadership 21

Strategy Driven

NOVEMBER 5, 2015

It’s because the sales model does not include the skills to facilitate the larger part of buying decisions – those idiosyncratic, behind-the-scenes, change-management-driven processes that are private and we can’t be part of. Change Management stage. Change management issues incorporated with solution choice.

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Change Management Coaching Research Meeting 25

Strategy Driven

NOVEMBER 12, 2015

If you think some of your folks need coaching, would these folks be influencers or decision makers? Until everyone who will touch the final solution buys-in, and any ensuing change is managed, no buying decision will happen, regardless of how well your solution matches their need. Her newest book What? See what I mean?

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Technical Review Coaching Systems Review Change Management 25

Strategy Driven

OCTOBER 13, 2016

In 1937 Dale Carnegie published his celebrated How to Win Friends and Influence People – the first book suggesting sellers build relationships. Buyers cannot buy unless they have managed their internal change management journey that. Your ‘relationship’ will not facilitate a sale. They merely want solve a problem.

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Strategy Driven

SEPTEMBER 30, 2015

But since sales only addresses the solution placement portion – the last steps – of a buyer’s journey, sellers have no control over the comprehensive change management issues that precede a solution choice. Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation.

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Coaching Change Management Budget System 25

Next Level Blog

DECEMBER 6, 2010

  As Tichy argues in his book, Leadership Engine , effective leaders have a teachable point of view that they share as a platform for action.   If you’re a leader, how do you develop, share and lead change with a point of view? s Crotonville leadership center back in the 1980’s and 1990’s when Immelt was on his way up. 

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Leadership How To Coaching Energy 71

Strategy Driven

SEPTEMBER 16, 2015

Without adding some Buying Facilitation® components sellers have a tough time becoming part of the change management process that buyers must manage to not only implement the solution, but actually define their criteria for solution selection. Her newest book What? Copyright 2007-2015 by StrategyDriven Enterprises, LLC.

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Strategy Driven

NOVEMBER 19, 2015

But I know you’re a sales company and want to tell you about our coaching products. I’m a sales visionary, and for decades have been teaching a buy-in model I invented and teach to sales folks and coaches to give them the tools to help buyers make the change management decisions necessary to be ready to buy.

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Case Study Study Coaching Education 25

Strategy Driven

DECEMBER 9, 2014

But a new book is out that will resolve these problems. Different from books on Active Listening which merely enables listeners to hear words, What? It’s a book that will be the foremost communication book for decades and the book is being offered for free (no opt in). focuses on understanding intended meaning.

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Exercises Knowledge Base Change Management Coaching 29

Strategy Driven

OCTOBER 21, 2015

According to David Bellos in his excellent book Is That a Fish In Your Ear?, My new book What? While researching and writing the book (which took me 3 years) I realized that the responsibility for effective communication is heavily weighted in the court of the listener. Her newest book What? About the Author.

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Coaching Change Management Research Enterprise 23

Strategy Driven

JANUARY 28, 2016

I spent 3 years researching and writing on this topic for a book, (What?) As a coach to coaches, sellers, and managers, I’m painfully aware of how sellers often listen only to ‘recognize a need’, or coaches listen for a problem they’ve had success resolving before, or managers listen for a difficulty they know how to regulate.

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Strategy Driven

SEPTEMBER 2, 2015

You see, until there's internal buy-in for change people have no place to put the information. As outsiders – leaders, sales professionals, coaches, managers - we are engaged to amend the status quo of clients, prospects, or staff, using information as the rationale for change. Her newest book What?

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Strategy Driven

OCTOBER 7, 2015

As a result, you have learned ways to manage the fallout you’ve received from attempting to offer a solution at the wrong time. Every buying decision is a change management problem. You’re wasting your time trying to place a solution before the buyer has lined up the change management issues they must contend with.

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Coaching Change Management Training System 23

Strategy Driven

AUGUST 19, 2015

My new book What? Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation. She works as a coach, trainer, speaker, and consultant, and has authored 9 books including the NYTimes Business Bestseller Selling with Integrity. Her newest book What?

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Technical Review Coaching Conference .Net 35

Strategy Driven

JULY 31, 2015

This review is the basis for most elements that will appear in a strategic plan, including the organization’s strengths, weaknesses, opportunities, threats, actions, challenges, teamwork, change management, commitment, future trends and external forces. If coaching is based only on hot ideas, it is nothing more than hucksterism.

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Strategy Coaching Culture Trends 36

Strategy Driven

OCTOBER 6, 2016

The most surprising takeaway from my year of research for my book on closing the gap between what’s said and what’s heard was learning how little of what we think we hear is unbiased, or even accurate. And yes, all influencers, sellers, leaders, negotiators, and coaches are guilty of this.). Her newest book What?

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Coaching .Net System Training 24

Strategy Driven

JANUARY 21, 2016

Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation. She works as a coach, trainer, speaker, and consultant, and has authored 9 books including the NYTimes Business Bestseller Selling with Integrity. Her newest book What? About the Author.

Coaching 21

Coaching Change Management Enterprise Development 21

Strategy Driven

DECEMBER 11, 2014

But a new book is out that will resolve these problems. Different from books on Active Listening which merely enables listeners to hear words, What? It’s a book that will be the foremost communication book for decades and the book is being offered for free (no opt in). Or implement creative, collaborative change?

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Exercises Knowledge Base Change Management Coaching 24

Strategy Driven

DECEMBER 24, 2015

For real change (like learning something new) to occur, our system must buy-in to the new or it will be automatically resisted. It similarly effects selling/buying, coaching/clients, doctors/patients, leaders/followers. It has little to do with the new, and everything to do with change management. Her newest book What?

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Training Coaching System Programming 20

Strategy Driven

NOVEMBER 24, 2016

sales, leadership, marcom, coaching). Potentially important, accurate data – not to mention the real possibility of facilitating change – is left on the table and instead promote lost business, failure, distrust, bad data collection, and delayed success. The fields of sales and coaching are particularly egregious.

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Coaching Systems Review Software Review Banking 30

Strategy Driven

AUGUST 3, 2015

You can help someone develop new skills, but it’s almost impossible to coach an employee to become someone they’re not. Mike Goldman is a nationally recognized speaker, consultant and author of the book Performance Breakthrough: The 4 Secrets of Passionate Organizations. FREE COPY of a StrategyDriven Expert Contributor book †.

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Culture Coaching Organization Performance 35

Strategy Driven

SEPTEMBER 29, 2016

Recently I listened while a coaching client pitched his solution precisely when he could have facilitated his prospect through the contingent issues she had to handle before she could buy anything. Instead of first focusing on selling, start as an unbiased coach. Her newest book What? SDM: Why did you pitch when you pitched?

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Strategy Driven

JUNE 30, 2016

When researching my book on how to close the gap between what’s said and what’s heard, I discovered that our brains only allow us to understand a fraction of what others mean to convey (Note: the fraction depends on different types of familiarity, triggers, history, beliefs, etc.). Her newest book What? Our Brains Bias Autonomously.

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Strategy Driven

DECEMBER 31, 2015

These terms define a specific set of sequenced actions buyers take to enable internal consensus and change – change management issues, if you will – rather than define steps that address needs or vendor/solution choice which come later and are the focus of sales. Her newest book What? How Do We Buy?

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Coaching Budget Meeting Change Management 20

Strategy Driven

JUNE 23, 2016

I developed a model of How to Change congruently that adopts the new without resistance; I’ve been teaching this in sales, coaching, leadership, and change management. Much different than offering the Why and What of change, I offer the How – how to go into the unconscious and make systemic, congruent change.

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Coaching Journal Authentication Exercises 20

Strategy Driven

DECEMBER 17, 2015

We also have no idea where along the change management/decision path they are in their buy cycle. But there is a way to help buyers discover how to make the decisions and manage the change (and every purchase – indeed every decision – is a change management issue) by using their own values. About the Author.

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Weak Development Team Change Management Coaching Leadership 20

Strategy Driven

JANUARY 14, 2016

I found the topic so interesting that I wrote a book on the gap between what’s said and what’s heard, the different ways our brains filter what’s been said (triggers, assumptions, biases, etc.), A coaching client of mine had this conversation: Seller: Hi. Her newest book What? Find ways to expand possibilities?

Case Study 21

Case Study Coaching Study Insurance 21

Strategy Driven

DECEMBER 10, 2015

How can buyers be assured that a new solution will work with their current solution in a way that will cause minimal change management issues? What sort of change issues would come up when your solution is implemented, and how does that effect the group, the company, the stability of the company policies and relationships?

Coaching 20

Coaching Change Management Groups Education 20

Strategy Driven

JUNE 3, 2015

For real change (like learning something new) to occur, our system must buy-in to the new or it will be automatically resisted. It similarly effects selling/buying, coaching/clients, doctors/patients, leaders/followers. It has little to do with the new, and everything to do with change management. Learning Facilitation.

Training 35

Training Coaching Education System 35

Strategy Driven

JANUARY 7, 2016

My new book What? Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation. She works as a coach, trainer, speaker, and consultant, and has authored 9 books including the NYTimes Business Bestseller Selling with Integrity. Her newest book What?

Technical Review 20

Technical Review Coaching Conference .Net 20

Strategy Driven

DECEMBER 3, 2015

If you seek to enable congruent change that captures the passion and creativity of followers, avoids resistance, and enables buy-in, open the door and follow your followers. Sharon Drew Morgen is a visionary, original thinker, and thought leader in change management and decision facilitation. Her newest book What?

Leadership 20

Leadership Coaching Construction Authentication 20

Strategy Driven

MAY 19, 2016

You see, until there’s internal buy-in for change people have no place to put the information. We believe that part of our jobs as leaders, sales professionals, coaches, managers, or even parents is to be the arbiters of change, with information the main ingredient. Copyright 2007-2016 by StrategyDriven Enterprises, LLC.

Weak Development Team 20

Weak Development Team Coaching System Insurance 20

Strategy Driven

AUGUST 4, 2016

During the 3 years researching and writing a book on closing the gap between what’s said and what’s heard, I learned how ubiquitous our challenge is: the distance between our subjective experiences and cultures makes it almost impossible to accurately hear others outside of our own ingrained biases, assumptions, and triggers. Just notice.

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How To Coaching Education Culture 21

Strategy Driven

APRIL 7, 2016

In 1985 I coined terms that I’ve written extensively about in best selling books, magazines, and hundreds of articles. I began teaching the material to clients, coaches, and managers. A generic change management model for coaches, sellers, managers, etc.) I’d like to set the record straight.

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Training Coaching Marketing Change Management 21

Accenture

DECEMBER 5, 2019

Agile Transformation Coaches. A communication and change management process to gain and maintain momentum and to facilitate feedback loops. Whether to bring in external support in the form of training, coaching, consulting and change management. How to maintain profitability in the midst of the change.

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Strategy Driven

SEPTEMBER 1, 2016

My team then added a new focus, and entered conversations as change management facilitators first, then selling when/if buyers were ready (more were ready, and much, much quicker, with no chasing around and we were able to disengage very early from those who could never buy.). What’s The Role Of Change Management?

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