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Sharon Drew Morgen

Sharon-Drew Morgen
I'm an original thinker. I wrote the NYT Bestseller Selling with Integrity and 8 other books bridging systemic brain change models with business, for sales, leadership, communications, coaching. I invented Buying Facilitation(R) (Buy Side support), How of Change(tm) (creates neural pathways for habit change), and listening without bias. I coach, train, speak, and consult companies and teams who seek Servant Leader models.

Vendors Don’t Care About Customers Anymore

I’m writing to complain about vendors – more specifically, the way they’re engaging with customers these days. They seem to forget that we’re the...

RESISTANCE: why we get it and how to avoid it

Do you know why you get resistance? No, really. Do you? Let’s imagine you’re in the 6th grade and your Mom buys you a lunchbox...

Content Doesn’t Persuade: why pitching, marketing, and training get limited success

Are you seeking funding for a truly unique solution and it’s not getting the attention it deserves? Do you have a great solution you’ve...

Influencers vs. Facilitators: essay on enabling change congruently

Many learning tools and programs provide tools for Influencers - coaches, sellers, negotiators, leaders, healthcare providers, managers, and consultants – to help Others make...

Why Aren’t You Closing More Prospects? Hint: maybe ‘need’ is not the best predictor

Do you know precisely who in your funnel will buy? During your conversation it seemed like these folks needed your solution, but from your...

Why Change Seems So Hard: Essay on facilitating buy-in and avoiding resistance

How do we manage change in our organizations? Not very well, apparently. According to statistics, the success rate for many planned change implementations is...

Putting People First: the path to Customer Centricity, essay

A few years ago, Brian Moynihan, the CEO of Bank of America, was interviewed as he discussed their new Customer Focus initiative: prioritizing Customer...

Beyond Empathetic Listening

We all know the importance of listening; of connecting with others by deeply hearing them share thoughts, ideas, and feelings; by being present and...

Change Without Resistance: Podcast series and article on generating buy-in with systems thinking

Note: Sharon Drew now has available a 5-session How of Change™ program for folks interested in brain-based, permanent behavior change. Watch the one-hour video introduction. Why does it...

Why Women Make Great Leaders

When my son George was born in 1972 I was determined to give him attributes I found compelling in men: kindness, respect and an...

Questioning Questions

Decades ago I had an idea that questions could be vehicles to facilitate change in addition to eliciting answers. Convention went against me: the...

A View from the Buy Side

Did you ever wonder what happens behind the scenes with prospects after you’ve made a connection, given a great pitch, or delivered an engaging...

Thinking in Systems: the difference between sequential thinking and systems thinking

As an original thinker, I think in systems or, as some systems thinkers call it, ‘thinking in circles’. The main difference between systems thinkers...

You Can’t Change a Behavior by Trying to Change a Behavior

I recently got a call from a noted venture capitalist of healthcare apps. DH: I heard you have a model that facilitates permanent behavior change....

I Hear You My Way

I recently got an email from a subscriber complaining that although he’d read and learned a ton from my articles over the years, he...

Our Brains Determine Our Reality

Do you know where your ideas, behaviors, and choices come from? Every thought we have comes from our existing neural circuitry, as does everything...

Beyond Transactional Management: how and why to convert to Relational Leadership

Remember the intake form you were asked to complete at a new doctor’s office? Questions like Do you smoke? How often do you exercise?...

‘No Decision’ isn’t Indecision: people won’t buy until they’re buyers

I’ve been reading articles claiming a major impediment to closing sales is buyer’s ‘indecision’. But is non-buying called ‘indecision’ because people aren’t responding according...

Influencers Must Change Brains, not Minds: why information, persuasion, and motivation don’t cause change

As an influencer, how often do say to yourself “Why doesn’t she understand me?” or “If he understood me better this decision would be...

Thank You. We Appreciate You: a case study in caring for employees

Early this morning I went to my favorite ‘big box’ supermarket, WinCo. If you’re not in one of the 5 states where it operates...

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