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 [...]

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…

In conjunction with StrategyDriven magazine, and with Nathan Ives as the brilliant interviewer, I’ve recorded a series of 6 podcasts called Making Change Work. The first podcast is available below.
And, why am I recording a Change Management series? For those of you familiar with my decision facilitation model, you’ll recognize that it’s basically a change [...]

Sales has done a fine job of needs assessment and solution placement. But the focus on placing solution is not as relevant as it once was as buyers show up knowing more than we do. I even know of on-line capability being developed as we speak that will replicate questions that sellers ask, on line…

StrategyDriven Magazine has interviewed me to discuss how decision facilitation in general, and Buying Facilitation® in specific, works with change. In fact they asked me to collaborate with them on a Change Management series of six podcasts that will be offered in July. More on that later, but it’s going…

Hi Everyone:
I decided to give you all of the podcasts, videos, and audio files of the interviews I’ve done so you can kick back and enjoy some ‘easy listening’ if you find listening easier than reading. I believe that you’ll be able to upload many of these onto your MP3 player for when you’re working [...]