Sharon Drew Morgen

Think about the last purchase you made. What criteria did you use to make the purchase? Choose the product and/or vendor? Choose the time of purchase? I just bought my first Mac. I thought about buying one for years before I actually bought it. Lots of reasons, and they all made sense at the time. 1. I love love love (and still do) my IBM ThinkPad; 2. my ThinkPad works well, is very comfortable, and it travels well; 3. I don’t make largish business purchases until the end of the year when my accountant tells me I need to spend money – or not; 4. I don’t like to change what I’m used to if there doesn’t seem to be a need to. I like cool technology as much as the next person. I bought the first writing-pad/computer pen (logitec – and it didn’t work). I bought Simon (rememb... (more)

Selling with Integrity

In 1995 I wrote a book called Selling with Integrity: reinventing sales through collaboration, respect, and serving, published in 1997 and subsequently on the NYTimes Business Bestseller list. The book continues to sell well, being considered one of the top sales books of all time. At the time I wrote it, it took a month of hassling before my publisher agreed to me using the term ’servin... (more)

Just What Exactly Is Email For?

Email Archiving Journal I don’t know about you, but when I get long emails my eyes go running around my head. Too many words for me to take in during a busy day when I’m sure I’m suffering from some form of ADHD as I try to multitask beyond human capability. So I ask folks to please, please, puLEASE not send me long emails. But they do anyway. And then they get mad when I don’t read them... (more)

Be The GPS For Your Buyer

Buyers have two identifiable responsibilities: maneuver through their internal, behind-the-scenes buy-in issues to ensure a trouble-free change process, and choose a solution that will address their stakeholder’s criteria for systems excellence while maintaining the integrity of the system. Sales addresses one of these jobs, but not the other. In fact, we’ve never been taught the skills t... (more)

“Dirty Little Secrets: why buyers can’t buy and sellers can’t sell and what you can do about it”

HERE IT IS! I’m proud to announce the launch of my seminal work, my most prized issue (after my wonderful son, of course), and the gift I am here to offer. In this book, I think I’ve finally found the voice to do that – to write about change, and decisions and serving. It’s taken a few books to get here, but I believe I’ve finally learned how to say what has been in my head for decades.... (more)