Explore what change is, its relationship to business systems, and why business changes are so difficult to effectively implement. Listen to insights and illustrative examples regarding: what change is and why its fundamentally the same regardless of industry or organization type, what systems are and their role in the change management process…

Explores what systems are and their importance to effectively managing any change. Find out: what systems are and their role in the change management process, why ignoring systems makes change harder than it needs to be…

Explore the problems associated with change management, namely, that of bias, resistance, and push. Listen as we discuss: how contemporary change management models handle resistance, why with thousands of years of amassed leadership …

Listen as Sharon Drew explains: why decisions are always rational, what causes resistance to logical change, what benefits can be gained from resistance, how resistance can be avoided when making a change...

Listen as Sharon Drew explains: what buy-in means in terms of the change management process, how and when buy-in occurs, why people do not buy-in, how a leader can get someone who is resisting to not only buy-in but to do so happily...

Listen as Sharon Drew explains: what leadership is and the difference between leadership and management, the qualities, characteristics, and skills successful change leaders commonly possess, the difference between the exercise of power and force...

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…

There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

Unfortunately, the newspaper may be going the way of the dial telephone. I'm a journalist by trade, so this fact pains me greatly. But the truth is, newspapers haven't yet discovered a way to re-invent themselves to …

If you've ever wondered what happened to those customers who said they would buy from you but never did, Sharon Drew Morgen may hold the key to solving your frustration. Sharon Drew is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses on helping buyers manage their buying decisions…

Selling your services involves more than getting prospects to like what you have to offer. It also involves the buyer getting agreement from all parties and agreeing to change. To overcome this roadblock, salespeople need to learn how to facilitate the buying decision. Do so and you can dramatically shorten the sales cycle…