Sharon Drew Morgen

All leadership styles have some sort of interplay between accomplishing a goal...

Historically, we have approached change through information sharing and leadership, assuming with a good leader who is able to explain and offer rational and compelling information, changees will be eager and willing to change – and will know how to process and make use of the information. But given the resistance we get, we know [...]

Change is not the problem – we like doing new and different things. What we don’t like is the disruption change causes. And usually, we attempt to create change by pushing new information

Do you want to sell? Or have someone buy? They are two different activities. In sales and marketing, we’ve focused on the sell side. In October, Pat Spenner of CEB wrote an article in Forbes titled: You’re Doing it Wrong: Demand Generation. This is the first time I’m aware of that a mainstream publication has [...]