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Articles tagged with: decisions

How do systems determine buying decisions?
Friday, 8 Apr, 2011
How do systems determine buying decisions?

Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell […]

Making Change Work: a change management podcast series with StrategyDriven
Tuesday, 28 Dec, 2010
Making Change Work: a change management podcast series with StrategyDriven

In conjunction with StrategyDriven magazine, and with Nathan Ives as the brilliant interviewer, I’ve recorded a series of 5 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 […]

The Decisions Before Selling
Thursday, 3 Jun, 2010
The Decisions Before Selling

I recently ran a contest asking folks to define terms. The definitions that came back, even from folks who read my latest book, were all based on the decisions buyers might make in relation to fixing a problem. In other words, they were still focusing on placing a solution, rather than helping manage the internal […]

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 […]

Decision Making: How, Exactly, Do We Decide?
Friday, 18 Apr, 2008
Decision Making: How, Exactly, Do We Decide?

BASIC THEORIES:

Information does not teach someone how to make a decision.
Decision-making follows a specific, unconscious process.
Decisions are neither haphazard, irrational, emotional, or faulty.
Decisions are based on conscious or unconscious values-based criteria, generated from historic beliefs, that created and maintain the current internal, underlying system of rules, roles, relationships.

WHAT DO DECISIONS DO?
Whether in the field of […]