RSSA Disturbing Book
Aug 21, 2009 Friends and Partners
I got a call today from my good friend Jeff Blackwell, the smart guy behind the SalesPractice.com sales training site. Jeff has been a buddy of mine since years ago, when we connected around adding some of my thinking to his site.
To be fair, Jeff is one of the few folks in the sales field who has always, consistently, believed that sales could be so-much-more, and became a fierce fan of my Buying Facilitation® approach to the front end of the sales process. Jeff has been quite vocal that sales is an inadequate model that doesn’t quite manage the buyer’s decision making. He’s been one of my biggest fans.
Last month I sent him an early copy of my new book Dirty Little Secrets that’s coming out October 1. He called today.
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Tags: change management, Decision Facilitation, disturbing, Jeff Blackwell, sales, SalesPractice.com
Changing Behaviors With Attainment
Jul 29, 2009 Favorite URLs
How do you ensure your staff change behaviors – and keep the change?
Tery Tenant, a colleague in the change management and leadership industry, is a committed change agent. He teaches, writes about, communicates about, being a Servant Leader – a term I’ve been using for myself for over 20 years so I’ve got a bit of a bias going here. His company, Attainment Inc., is a franchise of Leadership Mmanagement International, and has been leading change for 21 years with his wife Linda.
Their stuff is really cool: they teach people how to be aware of what they want to change, and then gives them the tools to change. Tery says his job, ultimately, is to ”work ourselves out of a job, as the client grows and can do these things for themselves.” Refreshing!
At the core of their process is facilitating behavior change. They work toward achieving measurable behavior-change results. Attainment says, ”What you are doing differently and the new habits you are forming is as important as what you are learning. We use a two track process. One track provides awareness, ideas and tools. The second track focuses on applying the ideas on the job and achieving small goals weekly.”
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Tags: Attainment, awareness, behavior change, change management, leadership, Linda Tenant, LMI, servant leadership, Tery Tenant
