Home » Archive by Category

Change Management

The Noise of Subjectivity: how our personal biases shape and restrict our worlds
Monday, 10 Feb, 2020
The Noise of Subjectivity: how our personal biases shape and restrict our worlds

What if most of our viewpoints, interpretations

How To Help Buyers Shift Their Status Quo
Monday, 6 Jan, 2020
How To Help Buyers Shift Their Status Quo

I’ve recently heard sales folks complain that the status quo

Change Without Resistance: Podcast series and article on generating buy-in with systems thinking
Monday, 18 Nov, 2019
Change Without Resistance: Podcast series and article on generating buy-in with systems thinking

Why does it seem so hard to change a habit or a behavior?

How the Sales Industry Colludes in Failure
Monday, 1 Jul, 2019
How the Sales Industry Colludes in Failure

Would you consider a baseball player with a 95% failure rate Successful?

Facilitative Questions: Questions that facilitate change
Monday, 24 Jun, 2019
Facilitative Questions: Questions that facilitate change

As professionals a big part of our jobs is to influence change. We assume we know the appropriate means to get where we want to be. Certainly we think we know the right questions to get the data we think we need.

But sometimes our questions miss the unconscious drivers, and the incomplete data we collect as a result skews our outcomes. Or we unwittingly cause resistance even when our solutions are important and well-conceived.

To Change Behaviors, First Change Beliefs: an essay for change agents
Monday, 10 Jun, 2019
To Change Behaviors, First Change Beliefs: an essay for change agents

Why do people prefer behaviors that obviously lead to less-than