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.
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...
Assumptions: Why being right is wrong
I used to think that if I showed up intentionally and listened carefully, I would accurately understand what someone was saying. I was wrong. While...
The Noise of Subjectivity: how our personal biases shape and restrict our worlds
What if most of our viewpoints, interpretations and assumptions are so unconsciously biased that we unwittingly restrict our ability to accurately understand, or act on, incoming...
What’s in a Name? The tale of Speaker vs Listener
I often get wonderful ideas during my daily walk. Today I was musing on the implications of Speakers as the arbiters of understanding between...
What’s the Cost of Team Miscommunication?
Is your team communicating effectively? Do you reach goals on time and without resistance? Are there subgroups that (unwittingly) restrict the outcomes? Are all...
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...
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...
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,...
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...
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...