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.
Can We Know When We Don’t Know What We Don’t Know?
Years ago I visited a spa where 4 magnificent macaws stood on individual perches, each with a long, not necessarily heavy, chain around one...
The Importance of Disruption
I was once fired from a Speaker’s Bureau for posing this question to the audience: Why aren’t you closing all the sales you deserve to...
Making Money AND Making Nice: selling, managing, coaching, and leading with respect, kindness, and serving
When I asked a clerk at Walmart during the pandemic if I needed to wear a mask to enter, he responded: “Do whatever you...
Let’s Make Sales Relevant Again
When Dale Carnegie published How to Win Friends and Influence People in 1937 he laid the foundation for sales thinking that continues today: find...
You Can’t Lead If You Can’t Follow
A friend of mine delivers leadership training in police departments. On the first morning he has the partners dance with each other, taking turns...
Groupthink: the cost of collective stupidity
Years ago I sat next to a lovely young man on a plane. Dressed for success, he exuded professionalism. SD: You’re all dressed up to...
Listening Biases Restrict Sales Success
The problem with accurately hearing what others mean to convey is not that we don’t hear their words accurately. The problem is in the...
Boredom: A Route To Creativity
We live our lives with continuous stimulation - on-demand access to movies, articles, social media, friends, TikTok, books, games and music. With all possible,...
Making Negotiation Win-Win
Using current negotiation models, people feel they are giving up more than they want in exchange for receiving less than they deserve. As part...
What Makes A Decision Irrational?
After spending 30 years deconstructing the mind-brain interface that enables choice and decision making, and training a decision facilitation model I developed for use...
Facilitating Compliance: helping patients choose health
In the late 1970s, I approached my studies for an MSc in Health Sciences (Community Health Education) with an idealistic goal to create ways...
The Two Buying Processes: the Buy Side and the Sell Side
When I coined the term Buying Process in 1987 I was describing the change management steps people take between having a problem and self-identifying...
Our Brains Cause Resistance: why change management initiatives get opposed
After listening to folks complaining about getting resistance during a needed change initiative, I decided to write an article explaining how resistance gets triggered...
Guys Aren’t Gender Neutral: the how and why of (un)biased communication
As someone who's written about communication for decades, I’ve decided to say what it feels like day in, day out, to be at the...
Conscious Failing
As a preamble to a discussion about failing consciously, I’d like to retell a story. Many years ago Xerox was beta testing a then...
Bridging the Gap between What’s Said and What’s Heard
I used to assume that what I hear someone say is an accurate interpretation of what they mean. My assumption was wrong; what I...
How Brains Decide: why we get resistance during change initiatives
Think about the number of stars in the sky. Let’s say you’ve been told that 500 of them would provide elements of a good...
The Customer and the Lipstick: what are customer-facing staff saying to customers and clients?
The only time I ever stole anything I was 11 years old. A group of us girls pledged to do the very naughty thing...
Sales as a Spiritual Practice
With untold millions of sales professionals in the world, sellers play a role in any economy: sellers are uniquely positioned to make a difference....
What If Our Jobs Were To Serve?
I used to live in Taos, New Mexico, where I bought everything I ate from a small grocery called Cid’s Market. Run by Cid and...