Sharon Drew Morgen

Questions: the new superpower

Alexa, Siri, Google, and all programs that answer questions, have mechanisms that determine the answers. If you’re like me, you largely assume they are accurate, without us knowing the reference material or checking further. We actually do this in our daily lives – pose...

Influencers vs. Facilitators: essay on enabling change congruently

Many learning programs provide tools for Influencers - coaches, sellers, negotiators, leaders, healthcare providers, managers, and consultants – to help clients make the changes they seek. Coaching programs teach how to recognize what the client is ‘really’ saying and offer the best techniques to...

Are Helpers Really Helping?

If you are a therapist or coach, manager or consultant, you’ve been schooled to be a guide, a mentor, and accept the conventional one-up/one-down, inferior/superior power juxtaposition. People come to you for answers and give you the authority and trust to help them find...

Speaker or Listener: Who’s Responsible For Misunderstandings?

There’s been an age-old argument in the communication field: who’s at fault if a misunderstanding occurs – the Speaker communicating badly, or the Listener misunderstanding? Let’s look at some facts: 1. Speaking is an act of translation: putting into words what’s going on internally (the...

The Cost of Perceived Wisdom: why we really don’t like innovation

In 1996 my sister called to say she’d made an online purchase. I was surprised: in those early days it was not only difficult to search for anything on the new internet, there wasn’t much to search for. Certainly, purchasing anything seemed illogical –...

‘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 to a seller’s expectations? Why is an entire field built upon persuading Others to act as per the needs of...

The Importance of Confusion

When I begin an on-site training program I start by saying: “Hi everyone. I’ll begin with a warning: I use confusion as a teaching tool. Confusion is merely your brain attempting to input new information and not finding circuits to translate it. Stuff you already...

Collaborative Decision Making for Successful Implementations

I’ve read that some leaders and project managers prefer not to collaborate when engaging in a new initiative because they fear losing control. I've also heard of decision makers who start their information gathering before involving the full complement of those who will implement. What...

BuyING vs BuyER: how systems guide buying decisions

The terms ‘buying’ and ‘buyer’ seem to be defined by sales and marketing to denote purchase-related activities. After almost 40 years of thinking, training, and writing several books on issues related to the Buy Side, I’d like to offer a clarification: buyING is a process; a...

A Behavior is a Belief in Action: why change is so elusive

Have you ever tried to change one of your behaviors and failed? Well, not failed, exactly. Maybe you were successful for a week or three, but then reverted back to the old behavior. Do you know why you reverted back? It’s your brain’s fault:...

What Should Coaches Be Listening For?

I’ve trained many coaches, all of them passionate about serving their clients, about helping them be their best selves. And yet sometimes they miss the mark through no fault of their own. A client seeks a coach when they seek change, often after trying to make...

What’s the Cost of Disgruntled Employees? Hint: employees are Customer #1

My friend Jack’s boss recently visited his team berating them for the output of their year-long project undertaken at his behest – and then walked out. Feeling disrespected and unmotivated, the team became despondent. As a senior manager Jack was left with the responsibility...

Influencing Congruent, Unbiased Change: serving with integrity

As influencers we aim to help Others achieve their own brand of excellence, using their own unique values and standards. Sadly, too many of us – coaches, leaders, sellers, consultants, doctors, parents – try to get Others to accede to our viewpoints and suggestions,...

Feedback: a route to collaboration and excellence

I hate unrequested ‘feedback’. Personally, when I want to better myself, I seek feedback from folks whose opinions I trust. But sometimes, when I do something that annoys someone else, they take it upon themselves to offer me ‘feedback’ to tell me what I did...

We Don’t Know How to Hear Each Other: how natural biases distort our conversations

During the three years I spent researching and writing a book on closing the gap between what’s said and what’s heard, I learned how ubiquitous listening challenges are: we have a hard time understanding each other. It's not because we don’t try, or because we don’t care. It's because we can't: not only...

It’s Time to Break the Rules: A guide for troublemakers and changemakers

As someone with Asperger’s, I’ve always experienced the world from a different set of rules than those used by ‘normal’ people (neurotypicals (NTs)). Occasionally I get in trouble, even with friends. I remember once my neighbors Gus and Randy came over to watch TV...

The New Jobs of Sales and Marketing: facilitate the buying before the buyer

It’s time for a rant. After decades of writing books and articles explaining why we close such a small percentage of prospects and how, exactly, to facilitate the Buy Side to close much more, I’m going to say what I really think. I’ll begin with...

The New Manager: new skills for new times

What, exactly, is the job of a manager these days? With folks now working between office and home, meetings with people in different venues, one third of all adults suffering from depression, and work-life imbalance from our new work situations, our jobs as managers...

Customer Service from the Customer Side

I live on a floating home in the Columbia River in North Portland, OR. Daily life is just like living anywhere else, except occasionally my services are a bit wonky. For example, for the past months I’ve had issues with my cable/internet provider Comcast...

Listening Assessment: Do you have listening biases?

Most of us believe we accurately hear what's been said. But given our historic brain circuits that translate incoming sound vibrations subjectively and out of our awareness, it's difficult to be certain that what we think we heard is accurate. It is possible, however,...

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