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StrategyDriven Podcast Episode 38a – Overcoming Resistance to Change, part 1 of 2

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Episode 38a – Overcoming Resistance to Change, part 1 of 2 explores the three different types of resistance frequently encountered when implementing a business change, how to recognize each type, and the actions change leaders can take to overcome each of these objections. During our discussion, Rick Maurer, author of Beyond the Wall of Resistance: Why 70% of All Changes Still Fail – and What You Can Do About It, shares with us his insights and illustrative examples regarding:

  • whether resistance has to occur with every change or if it can be avoided
  • what resistance to change is
  • the three types of change resistance and risks associated with each
  • how change leaders can recognize the first type of resistance to change
  • actions leaders should take to overcome this type of resistance

Additional Information

In addition to the outstanding insights Rick shares in Beyond the Wall of Resistance and this edition of the StrategyDriven Podcast are the resources accessible from his websites, www.RickMaurer.com and www.ChangeManagementNews.com.   Rick’s book, Beyond the Wall of Resistance, can be purchased by clicking here.

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Rick Maurer, author of Beyond the Wall of Resistance, is a renowned change management expert, speaker, and bestselling author. He is an advisor to business leaders from a variety of organizations throughout the world, including major Fortune 500 companies, as well as private and nonprofit institutions in industries such as aerospace, healthcare, government, professional associations, telecommunications, and finance. Rick’s opinion has been sought by The Wall Street Journal, The Washington Post, Investor’s Business Daily, Fortune, USA Today, and The Economist. To read Rick’s complete biography, click here.

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StrategyDriven Welcomes Sharon Drew Morgen

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The StrategyDriven family is proud to introduce Sharon Drew Morgen as our newest contributing author!

Sharon Drew is the developer of the Morgen Buying Facilitation Method®, a decision facilitation model that helps decision-makers recognize and manage the internal, behind-the-scenes issues that must be addressed in order to get the buy-in necessary to implement any change.

Sharon Drew is the author of The New York Times Business Bestseller Selling with Integrity, the Amazon Bestseller, Dirty Little Secrets: Why buyers can’t buy and sellers can’t sell and what you can do about it, and 5 other books on helping buyers manage their change management issues before they can make a purchase. She has written over 1000 articles, done over 40 podcasts and webinars, and has a blog that is currently ranked #6 of all sales and marketing blogs. Sample chapters of Sharon Drew’s work include:

Buying FacilitationTM has been trained on at several global corporations such as: KPMG, BOSE, Intuit, Wachovia, Dryfus-Mellon, Morgan Stanley, Kaiser, Proctor and Gamble, and DuPont. Sharon Drew is currently adding her content to Kadient playbooks and is speaking with other sales/marketing enablement companies to add Buying FacilitationTM to the front end of their current technology to help sellers enter the buyer’s buying decision journey earlier.

StrategyDriven Podcast Special Edition 47 – An Interview with Rick Maurer, author of Beyond the Wall of Resistance

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 47 – An Interview with Rick Maurer, author of Beyond the Wall of Resistance explores how to effectively managing business change by overcoming the three common change objections and better engaging the workforce in not only making the change but in sustaining the results. During our discussion, Rick Maurer, author of Beyond the Wall of Resistance: Why 70% of All Changes Still Fail – and What You Can Do About It, shares with us his insights and illustrative examples regarding:

  • why companies experience such a high change management failure rate
  • why people resist change
  • whether resistance has to occur with every change or whether it can be avoided
  • the key phases of the change management cycle
  • when change management activities should be started
  • the most damaging change management mistake leaders make and how to avoid it
  • what leaders should do to improve their change management effectiveness

Additional Information

In addition to the outstanding insights Rick shares in Beyond the Wall of Resistance and this special edition podcast are the resources accessible from his websites, www.RickMaurer.com and www.ChangeManagementNews.com.   Rick’s book, Beyond the Wall of Resistance, can be purchased by clicking here.

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Rick Maurer, author of Beyond the Wall of Resistance, is a renowned change management expert, speaker, and bestselling author. He is an advisor to business leaders from a variety of organizations throughout the world, including major Fortune 500 companies, as well as private and nonprofit institutions in industries such as aerospace, healthcare, government, professional associations, telecommunications, and finance. Rick’s opinion has been sought by The Wall Street Journal, The Washington Post, Investor’s Business Daily, Fortune, USA Today, and The Economist. To read Rick’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 42:13 — 58.0MB)

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Getting Beyond the Wall of Resistance

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Did you ever wonder why so many changes in your organization failed? If so, you’re not alone. 70% of all major changes inside organizations fail. For instance, new strategies that result in reorganizations, merger integration, quality improvement efforts, and new software systems.

Of course failed changes are costly in dollars, but they also create missed opportunities, damaged reputations, and increased cynicism among staff. You may have heard people mutter, “Here we go again. It’s just another flavor of the month.”

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About the Author

Rick Maurer is a renowned change management expert, speaker, and bestselling author. He is an advisor to business leaders from a variety of organizations throughout the world, including major Fortune 500 companies, as well as private and nonprofit institutions in industries such as aerospace, healthcare, government, professional associations, telecommunications, and finance. Rick’s opinion has been sought by The Wall Street Journal, The Washington Post, Investor’s Business Daily, Fortune, USA Today, and The Economist. To read Rick’s complete biography, click here.

StrategyDriven Podcast Special Edition 39b – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 2 of 2

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StrategyDriven Podcasts focus on the tools and techniques executives and managers can use to improve their organization’s alignment and accountability to ultimately achieve superior results. These podcasts elaborate on the best practice and warning flag articles on the StrategyDriven website.

Special Edition 39b – An Interview with Sharon Drew Morgen, author of Dirty Little Secrets, part 2 of 2 explores a new decision facilitation model that helps buyers (and those seeking change) manage the behind-the-scenes decision issues they have to handle privately before they get internal agreement to make a purchase. Sharon Drew also explains why the traditional sales model – that only handles needs assessment and solution placement – creates overly long sales cycles and loses such a high percentage of sales. During our discussion, she shares with us her insights and illustrative examples regarding:

  • what sales professionals need to understand about the internal changes buyers deal with as a part of the buying decision
  • business systems and how they fit into the buyer’s decision-making process
  • how sales professionals should deal with buyer’s assertions that a lower price is needed before the sale can be closed

Additional Information

In addition to the invaluable insights Sharon Drew shares in Dirty Little Secrets and this special edition podcast are the resources accessible from her websites, www.NewSalesParadigm.com and www.BuyingFacilitation.com.   Sharon Drew’s book, Dirty Little Secrets, can be purchased by clicking here.

COMING SOON!
Look for our upcoming six-part StrategyDriven Podcast series on Making Change Work. These insightful podcasts will help you and your team understand the steps to gaining the buy-in and committed effort needed to implement change successfully. We’ll cover topics including:

  • What is change? and Why is change so hard?
  • What are systems, and how do they influence change?
  • The Problems of Change Management: bias, resistance, and push
  • If decisions are always rational, why are changees resisting?
  • Why is buy-in necessary and how to achieve it?
  • Putting it all together, a radical approach to change management: real leadership

Final Request…

The strength of our community grows with the additional insights brought by our expanding member base. Please consider rating us on iTunes by clicking here. Rating the StrategyDriven Podcast and providing your comments online improves our ranking and helps us attract new listeners which, in turn, helps us grow our community.

Thank you again for listening to the StrategyDriven Podcast!

About the Author

Sharon Drew Morgen, author of Dirty Little Secrets, is the Founder of Morgen Facilitations, a sales training, consulting, and decision facilitation firm. Sharon Drew is the visionary and thought leader behind Buying Facilitation®, the new sales paradigm that focuses on helping buyers manage their behind-the-scenes, offline, buying decisions. She has served many well known companies including: KPMG, Unisys, IBM, Wachovia, and Bose. Sharon Drew is the author of The New York Times Business Bestseller, Selling with Integrity, and the new bestseller, Dirty Little Secrets, as well as five other books and hundreds of articles that explain different aspects of the decision facilitation model that teaches buyers how to buy. To read Sharon Drew’s complete biography, click here.

Podcast: Play in new window | Download (Duration: 33:00 — 45.4MB)

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