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.
Dear Sales People (and Leaders, Coaches, and Doctors): We have new information
I’m curious why so many professionals are satisfied using change and support practices knowing the fail rates in their industry: change management has a...
Change Isn’t as Hard as You Think
Change gets a bad rap. Confusion, time delays, resistance, goal resets. We keep trying new approaches to change management, but none of them seem...
Snoop Dogg is My Hero
For those of you who watched any of the Olympics, you might have seen Snoop Dogg swimming with Michael Phelps (“Will someone please get...
Buyers Don’t Buy Based on Need
Do you need to lose 10 pounds? Are you exercising as much as you need to? What about your eating habits – should you...
The Other Side of Influencing
Leaders, consultants, coaches, sales and healthcare professionals often use influencing strategies to lead their patients, teammates, prospects and clients to action. But is there...
Why? May Be the Wrong Question
I recently heard a coach pose a Why? question to help his client notice the negative results she achieved, hoping she’d recognize the need...
How the Mind-Brain Connection Generates Change and Decision Making
I’ve been hearing a lot lately about how hard ‘change’ is. Take heart! Change only seems hard because of the way we’re going about...
Is AI Right for Your Company?
There’s been so much written extolling the uses of AI. Certainly, it’s exciting – filled with possibility and mystery, similar to the early days...
Successful Fundraising: getting chosen over the competition
Your important nonprofit or exciting startup will help the world be a better place, bring innovative ideas to the market, and be quite sucessful. You’ve created a...
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...