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Change Management

A buying decision is a change management problem
Monday, 17 Sep, 2012
A buying decision is a change management problem

The sales model focuses on needs assessment and solution placement.

To Make an Effective Presentation, First Enlist the Buying Decision Team
Monday, 30 Apr, 2012
To Make an Effective Presentation, First Enlist the Buying Decision Team

If your team had some needs, would you bring in solutions without giving them a say in the solution choices? Why not? Probably because you need to understand their change criteria, need to ensure a solution fits with everything else in their daily operations, and need their buy-in – different activities from choosing the solution.
And […]

Buying Decisions: The Implicit Vs. The Explicit
Monday, 30 Apr, 2012
Buying Decisions: The Implicit Vs. The Explicit

When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find out what they need, position my solution in a way they understand that it will resolve their pain, and give […]

Opportunity Management
Friday, 4 Feb, 2011
Opportunity Management

Lately, a lot of new phrases are cropping up. Opportunity Management is one – and frankly, I have no idea what it means.
When I Google it, I get: ‘markets propostions while measuring success’, ‘track opportunities from lead to close,’ ‘meet your clients’ needs’, ‘forecast sales activity and revenue,’ ‘marketing validation,’ ‘market sizing,’ ‘cost of entry,’ […]

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 […]

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 5 part series Making Change Work that I’m recording with StrategyDriven Magazine and Nathan Ives.
This […]