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Change Management

Buying Decisions: The Implicit Vs. The Explicit
Monday, 30 Apr, 2012
Buying Decisions: The Implicit Vs. The Explicit

When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find out what they need, position my solution in a way they understand that it will resolve their pain, and give [...]

A buying decision is a change management problem
Wednesday, 24 Aug, 2011
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement. Buying is a change management activity. They are two different activities.

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ [...]

Making Change Work #5: why is buy-in necessary and how to make it work
Thursday, 21 Oct, 2010
Making Change Work #5: why is buy-in necessary and how to make it work

As the 5th installment of a 6 part series called Making Change Work, this podcast is about buy-in:

what buy-in means in terms of the change management process
how and when buy-in occurs
why people do not buy-in
how a leader can get someone who is resisting to not only buy-in but to do so happily
when the change agent [...]

Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance
Friday, 27 Aug, 2010
Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance

In the literature of change management, there is no discernable use of the term ‘buy-in.’ In fact, in a search I did for the term I found one useage of it in the last 50 years of change management articles and papers. One. I’m sure there are more outside of my reach, but if you [...]

Change, change, change
Friday, 13 Aug, 2010
Change, change, change

Sales folks who are not changing their approach, or their activity, or their go-to-market strategies are going to go the way of the newspaper: doomed. There is just too much change going on now in the industry to keep doing what you’ve always done. The large companies know this (kinda); the smaller ones are pushing [...]