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.
Solving a Problem is Systemic: avoiding resistance and ensuring permanent change is more complex than changing behaviors
Problems are incongruent behaviors that have arisen from the system that triggered them. To solve problems permanently and without resistance it’s necessary to take...
The Cost of Perceived Wisdom: why we really don’t like innovation
PW is another way of saying ‘the norm’, the accepted myths, practices, ideas that constitute the immediate assumptions we make without questioning them. It’s the…
50% of Sales Professionals are Neurodiverse: An introduction to finding, hiring and retaining them
In 1979, with a toddler to feed on a social worker’s salary of $19,500 annually, I decided to ‘go into business’ (whatever that meant)...
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...
Don’t Start Selling with Sales: facilitate back-end buying decisions first for a higher close rate
I’ve trained about 100,000 sales professionals globally. Before we begin, I ask them what training they receive as their sales job begins. They all...
Failing is a Necessary Part of Success
The road to success isn’t straight. Sometimes we face disappointment, shame, and self-judgment.
Sales as a Spiritual Practice
With untold millions of sales professionals in the world, sellers play a role in any economy. As the intermediary between clients and providers, sales can...
Unconscious Listening Biases: how influencers unwittingly restrict possibilities
Do you enter conversations to listen for what will confirm your assumptions? Do you assume the responses to your questions provide an accurate representation...
‘Send me an email’ indicates rejection
I just read a discussion stream on LinkedIn debating why you're told ‘Send me an email.' when prospecting. It’s simple: you’re being rejected. People...
Reduce Resistance and Optimize Buy-in: Systems Management can ensure risk-free cultural change
With the best will in the world, with great leaders and well-intentioned methods, our projects are beset by time delays, lack of buy-in, and...
It’s the Same Only Different: the risks of AI generated content
I recently received three instances of AI generated content that were personal: a ‘photo’ of me, a ‘recap’ of one of my articles, and...
Implementation is a How: the Why and What of Sales, System Dynamics, OD, and healthcare don’t help clients execute
I recently did a workshop for a group of System Dynamics practitioners who do a mighty job of figuring out the elements involved in...
Resolving Unconscious Bias: why training may not eliminate intolerance
Have you ever wondered where your thoughts come from? Everything we think – and notice, are curious about, believe in – emerges from our...
Building A Truly Inclusive And Accountable Workplace
We all prefer safe, inclusive, and accountable workplaces, but sometimes the culture lets us down. Certainly companies try by running programs to lead us...
Influencers vs. Facilitators: essay on enabling change congruently
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...
Seeking Appointments is Costing You Sales
Have you ever wondered why people agree to an appointment from your prospecting calls? Obviously, it’s not because they need your solution or they’d...
Trust: what it is, and how to initiate it
Trust. The big kahuna. The sales industry seeks it; doctors assume it; couples demand it; change can't occur without it. But what is it?...
Our Brain Determines Reality
Do you know where your ideas, behaviors, and choices come from? Every thought we have comes from existing neural circuitry, as does everything we...
Do you know your 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...
Do You Know What A Question Is? No, really. Do you?
Ask more questions! sellers are admonished. Ask better questions! leaders and coaches are reminded. Questions seem to be a prompt in many fields, from...