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Change Management

Making Change Work: Part 2 – What is a system, and how does change happen?
Monday, 27 Dec, 2010
Making Change Work: Part 2 – What is a system, and how does change happen?

For those of you who have read Dirty Little Secrets and love the concept of how change happens – and for those of you who haven’t read DLS and still love change models – here is my second podcast of the 6 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This […]

Making Change Work 3 & 4: The Problems of Change Management & Managing Resistance
Sunday, 26 Dec, 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 […]

Making Change Work #5: why is buy-in necessary and how to make it work
Saturday, 25 Dec, 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

The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant
Tuesday, 23 Nov, 2010
The Buyer’s Buying Journey – Podcast 2: Keeping Sellers Relevant

There are two aspects to a buyer’s journey as they consider a solution purchase: getting internal buy-in from colleagues, bosses, and budgets to decide to make a change, figuring out how or what will be included in the change, and agreeing how to move forward…

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 […]

Dilbert experiences change management
Friday, 6 Aug, 2010
Dilbert experiences change management

I’m sure you realize that a purchasing decision is a change management problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status quo.
And once the solution gets chosen, all of the people involved […]