Buying Facilitation® Monday

Cranky Tuesday

Reviews Thursday

Sales Friday

Home » Helping Buyers Decide, Podcast Series, Reviews, What is Buying Facilitation®?

Change Management can be easy: podcast & article

Submitted by Sharon Drew Morgen on Thursday, 20 January 2011

For the past several months, I have been recording a series on Change Management, with StrategyDriven ezine, called Making Change Work. I’ve also published a lead article in The Systems Thinker titled: ‘Buy-In: A radical approach to change management’.

Please read, listen, and enjoy. While my work is often associated with ‘sales’, my decision facilitation model (named the Buying Facilitation Method® when applied to sales) is indeed a change management model useful in any area in which change, disruption, bias, and resistance resides, and it is a guide to facilitating buy-in.

PODCAST SERIES: MAKING CHANGE WORK

The brilliant Nathan Ives, publisher of StrategyDriven ezine, interviewed me for 6 half hour (give or take) sessions, entitled:

  1. What is Change? And why is Change so hard?
  2. The problem with Change Management: bias, resistance, and push.
  3. What are systems, and how do they influence Change?
  4. Overcoming resistance.
  5. Why is buy-in necessary, and how to achieve it.
  6. Real Leadership.

These podcasts are on my site www.facilitatingbuyin.com along with other podcasts I’ve recorded on the topic of Change Management.

ARTICLE: BUY-IN

My buy-in article was first conceived as part of a World Future Society talk on Leadership and Change Implementation. Very different from typical and academic thinking in the field of change management, it is based on my decision facilitation methodology that is systems based and choice driven, with the change agent taking the role of a facilitator for any situation in which change and buy-in are required: negotiation, coaching, sales, leadership, influencing, or managing.

Read the article here. And if you wish to discuss implementations or change management issues you might like to resolve, please contact me and let’s see if there is a way to facilitate your change.

sd

Tags: , , , , ,

  • http://topsy.com/sharondrewmorgen.com/2011/01/making-change-work-part-6/?utm_source=pingback&utm_campaign=L2 Tweets that mention Change Management can be easy: podcast & article | Sharon Drew Morgen — Topsy.com

    [...] This post was mentioned on Twitter by Sharon Drew Morgen, Theresa Walsh. Theresa Walsh said: RT @sharondrew Sharon Drew Morgen – Facilitating Success, One Decision At A Time Change Management can be easy: podcast http://is.gd/3sG2EE [...]

  • http://sharondrewmorgen.com/2011/02/finding-a-prospect-vs-creating-a-prospect/ Finding a prospect vs. creating a prospect | Sharon Drew Morgen

    [...] will look like once their entire Team is bought-in to change (and, yes, a buying decision is a change management problem). Try this question as a conversation starter: How are you currently managing your X issues? And [...]

  • http://sharondrewmorgen.com/2011/02/is-sales-a-relationship-driven-business/ Is sales a ‘relationship-driven business’ ? Really? | Sharon Drew Morgen

    [...] or unless a buyer has recognized and managed all of the internal, behind-the-scenes personal and change management issues that are somehow touching the recognized ‘problem’, and get the requisite buy-in, they [...]

  • http://sharondrewmorgen.com/2011/02/your-solution-is-the-last-thing-the-buyer-needs/ Your solution is the last thing the buyer needs | Sharon Drew Morgen

    [...] buy-in for change from every person and every department – and a route forward through the status quo so there [...]

  • http://sharondrewmorgen.com/2011/04/musical-sales-people-it-doesnt-matter-if-sales-folks-are-organized-by-verticals/ Musical sales people: moving sellers to be near buyers is irrelevant | Sharon Drew Morgen

    [...] Relationship is important only when the buying team has already determined how to manage change and is assured of buy-in and a minimum disruption if there is to be a purchase. Then, and only [...]

  • http://sharondrewmorgen.com/2011/04/deliver-the-right-content-at-the-right-stage-of-the-buy-path/ Deliver the Right Content at the Right Stage of the Buy-Path | Sharon Drew Morgen

    [...] buyer’s path in their private decision-making places? How can you help buyers manage their internal change issues to free them up for purchasing your solution? What can you do to help buyers get their full [...]

  • http://sharondrewmorgen.com/2011/06/how-should-we-pay-our-sales-folks/ What are we paying our sales folks to do? | Sharon Drew Morgen

    [...] sales that will never close. The sales model doesn’t offer a skill set to help buyers with the part that keeps them from buying: they must manage their confusing, political change management issues along their decision [...]