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.
‘No Decision’ isn’t Indecision: people won’t buy until they’re buyers
I’ve been reading articles claiming a major impediment to closing sales is buyer’s ‘indecision’. But is non-buying called ‘indecision’ because people aren’t responding according...
The Importance of Confusion
When I begin an on-site training program I start by saying: “Hi everyone. I’ll begin with a warning: I use confusion as a teaching tool....
Collaborative Decision Making for Successful Implementations
I’ve read that some leaders and project managers prefer not to collaborate when engaging in a new initiative because they fear losing control. I've...
BuyING vs BuyER: how systems guide buying decisions
The terms ‘buying’ and ‘buyer’ seem to be defined by sales and marketing to denote purchase-related activities. After almost 40 years of thinking, training,...
A Behavior is a Belief in Action: why change is so elusive
Have you ever tried to change one of your behaviors and failed? Well, not failed, exactly. Maybe you were successful for a week or...
What Should Coaches Be Listening For?
I’ve trained many coaches, all of them passionate about serving their clients, about helping them be their best selves. And yet sometimes they miss...
What’s the Cost of Disgruntled Employees? Hint: employees are Customer #1
My friend Jack’s boss recently visited his team berating them for the output of their year-long project undertaken at his behest – and then...
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...
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...
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...
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...
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,...
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,...
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...
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...
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...
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...
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?...
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...
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...