Sparks: The Secret to Selling Ideas and Driving Change

In today's leadership spark, I speak with Loran Nordgren, Professor at Kellogg School of Management. We dive deep into the concept of friction theory and the importance of focusing on barriers rather than just appeal in driving change and selling ideas. He emphasizes that while many people believe that elevating appeal and adding more value is the key to success, it is often the barriers or frictions that hold ideas back.

Drawing an analogy to a bullet's flight, Loran explains that simply adding more gunpowder (fuel) does not help if the bullet lacks aerodynamics to reduce resistance. Similarly, in organizations, the key is to identify and address the frictions that hold ideas back. By making ideas more aerodynamic and removing barriers, real progress and growth can be achieved.

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