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Effectiveness Archives - Atrendia

Category: Effectiveness

Why We Get Objections, by Sharon Drew Morgen

Sharon Drew Morgen is a Change Facilitator, working with sales (Buying Facilitation®), coaching, leadership, buy-in, implementations, and consultants. She has trained sales and management teams in global corporations for 35 years. She is the author of the NYTimes Business Bestseller Selling with Integrity, and the Amazon best sellers Dirty Little Secrets: why buyers can’t buy…

Trust: what it is, and how to initiate it, by Sharon Drew Morgen

Sharon Drew Morgen has designed a servant leader-based Change Facilitation model, using the process in sales (Buying Facilitation®), coaching and leadership, and communication, all enabling others to congruently change themselves. She is the author of several books, including the NYTimes Business Bestseller Selling with Integrity and the Amazon bestsellers Dirty Little Secrets: why buyers can’t…

Selling Ideas to Colleagues, by Sharon Drew Morgen

Sharon Drew Morgen is the thought leader in Change Facilitation, enabling congruent, collaborative, win-win change in several areas, including Buying Facilitation®, Learning Facilitation, Coaching Facilitation. She has written 9 books, including NYTimes Business Bestseller Selling with Integrity and the Amazon bestseller What? Did you really say what I think I heard? Her book Dirty Little…

Questioning Questions by Sharon-Drew Morgen

Sharon Drew Morgen is an original thinker and visionary who has developed Servant-Leader models to facilitate change in sales, coaching, marketing, leadership, and negotiating. Her model Buying Facilitation® has been trained to over 100,000 people worldwide. She is the author of 9 books including the NYTimes Business Bestseller Selling with Integrity and Amazon bestseller What?…

Want stability in your organization? Move fast. No. Even faster.

In his book, Thanks For Being Late, Thomas L. Friedman recounts the advice from an Olympic Kayak medalist: To enhance stability in rapids it’s important to move as fast or faster than the current. Every time you rudder or drag your paddle in the water to steer you lose momentum and that makes you more vulnerable to flipping…

Too much information? No. Too little intention.

To understand how and why we experience information overload we need to recognize that the main reason we collect information is to influence ourselves and others. Not entirely unrelated is the fact that one of the most important factors in attaining happiness is having influence over others. Without it we lose our raison d’être. This is also essentially…

Why leaders are blind to the most important productivity opportunity of all

Email is the leading cause of preventable productivity loss in organizations today. Forbes Magazine (2008) Employees spend 1 to 3 or more hours per day managing email at 40-60% of capacity.  That means they typically lose 30-60 minutes PER DAY.   Not some.  All — even the ones who believe they are extremely productive. That means…

Can Collaboration Work?

We enter into collaborations assuming we’ll succeed as teamwork partners. Yet we rarely achieve true partnership: Because we listen uniquely and through biased filters we sometimes mistakenly presume intent or misconstrue what’s been said and agreed upon. Problem: Flawed assumptions, wasted time and relationship capital, and restricted scope. There is often not enough diversity to…

Hey Mr. Sales Director, George Trachilis is NOT nuts. Are you nuts?

One of your prime objectives as a sales director is to get your teams out of their inbox and in front of the customer as much as possible. I’m not knocking the importance of email, I’m just saying that you probably see a huge benefit to having your teams managing their inboxes at twice their…