Sharon Drew Morgen

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,...

The Real Buyer’s Journey: the reason selling doesn’t cause buying

I moved to London in 1983 to start up a tech company after spending years as a successful sales person. For years I had qualified prospects, created decks and wrote great content, chased appointments and networked, presented, and followed up. As I became an...

Questions Aren’t All They’re Cracked Up To Be

Ask more questions! sellers are admonished. Ask better questions! leaders and coaches are reminded. Questions seem to be a prompt in many fields, from medicine to parenting. But why? There’s a universal assumption that questions will yield Truth, generate ‘real’ discussion topics or realizations, or uncover hidden...

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? Why isn't it easier to achieve? And how can we engender it in relationships? I define trust as the awareness of...

Get Your Message Understood: how influencers can change minds

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 a no-brainer.” It’s natural to assume Others will understand – and comply with – your suggestions. Have you ever wondered...

Training vs. Learning: do you want to train? Or have someone learn?

Did you ever wonder why training fails more often than not? Why important material, meant to improve or educate, is not learned or acted upon? Why perfectly smart people keep doing the same things that didn’t work the first time when they have the...

Our Brains Bias What We Hear

I got to the gym yesterday only to find that my regular treadmill had been replaced by a new-fangled computer machine. I asked the young woman next to me how to start the damn thing as it wasn’t obvious. Here was the conversation: SDM: Where’s...

Change Management: how sales and marketing can engage real buyers

Marketing is currently designed to inspire, identify, and engage potential buyers in a way that leads them to action. The baseline assumptions are that good content in the right hands, or engaged relationships that create connection, will provide the foundational components to cause buying....

The HOW of Change™: the physiology of transformation

Because I wanted choice over my actions, I’ve spent a good portion of my life coding the trajectory of change so I could intervene to do something differently. I realized early on that knowing WHAT I wanted to change, WHAT doing it ’right’ entailed,...

Stop Trying to Persuade; Facilitate Congruent Decision Making Instead

I recently heard a project manager in a software services company mention a ‘very important’ book on persuasion that she passed on to her team. I was curious why she liked it. S: It’s vital we persuade our clients. My team must learn to use...

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 of the full fact pattern - 'good' data - on which to base your follow-on questions? Do you assume your...

Resolving Unconscious Bias

In these trying times, one thing has become clear: the biases we live with restrict our choices. Certainly no one ever wants to harm anyone. And yet, because of the unconscious nature of them, we are too often unaware that we even have them....

What, Exactly, is the Buying Journey from the Buy Side?

Buying and selling are two different activities. The Buy Side: People don’t want to buy anything, merely resolve a problem at the least ‘cost’ to their system and become buyers when they’ve determined the expenditure to be less than the status quo. The Sell...

Cold Calling Works – and it’s fun!

I'm here to tell you that cold calling can be one of the most effective ways to meet new prospects and close sales. And it’s a whole lotta fun. I know, I know. Most sellers eschew cold calling, preferring instead to network, get referrals, golf,...

New Posts