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Change Management

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 […]

Resistance to change: inexplicable, irrational, and real
Monday, 7 Jun, 2010
Resistance to change: inexplicable, irrational, and real

Recently, a student of my Guided Study program thought that her clients – franchisees who sell her product – might do well to add Buying Facilitation™ to their sales skills so they could close  more sales.
I sent a couple of blog posts for the folks to read, and then had a phone conference with them. My job was […]

All Decisions Involve Change Management: an insurance case study
Monday, 17 May, 2010
All Decisions Involve Change Management: an insurance case study

Without buy-in, nothing changes. If the group or person deemed change necessary, it would have happened already. So whatever state the status quo is in is the preferred state: no matter what you think is wrong, or how your wonderful solution would make it better, it ain’t going to happen unless the status quo is willing […]

ProductCamp, Buy-In, and Change Management
Monday, 29 Mar, 2010
ProductCamp, Buy-In, and Change Management

On Saturday, I attended Austin ProductCamp and ran a session called: How to Get Buy-In for Strategic Product Decisions
We had around 75 eager, excited people attending. I handed out a list of 11 tasks necessary for a successful implementation, and asked the participants to order them, assuming they’d focus on getting the announcement data and […]

Leadership Involves Helping Others Decide
Monday, 8 Feb, 2010
Leadership Involves Helping Others Decide

I believe that every choice, every new concept, every new action demands a decision to allow in something new and supplement what’s already there.
So whether a buyer seeks a new solution and must get buy-in from the relevant people, or a user needs to use the new software, or an initiative needs agreement from the […]

Sales is resistant to change
Friday, 29 Jan, 2010
Sales is resistant to change

Think about this: Dale Carnegie is the father of the current selling model. Why would I say that when there are such ‘new’ models as Permission Marketing, or SPIN, or any of the myriad selling techniques that have come along since 1937 when Carnegie published How to Win Friends and Influence People? Why would I […]