Comments on: When Does A Buyer Buy?

By: Sales and Marketing CAN support each other | Sharon Drew Morgen

Sales and Marketing CAN support each other | Sharon Drew Morgen — Fri, 14 May 2010 15:02:17 +0000

[...] different jobs, they are really doing the same thing: finding and creating the environment for the right people to purchase the company solution. But as we know, there is great failure built in to both jobs: marketing has [...]

By: Two Types of Decisions: Buy-IN, and BuyING. | Sharon Drew Morgen

Two Types of Decisions: Buy-IN, and BuyING. | Sharon Drew Morgen — Mon, 19 Apr 2010 15:02:36 +0000

[...] A decision to buy a solution must be backed by the full force of the team/group/company/family, otherwise the fall-out would harm the originating group and not be worth it. If the head of training will quit because she doesn’t want the new vendor to ‘do her job’ or if the tech team will not be able to integrate the new software or if the management team is wary of having outsiders come in, no buying decision will be made. The system is sacrosanct. [...]

By: Max Rosenthal

Max Rosenthal — Sat, 12 Sep 2009 09:20:05 +0000

Are you not simply referring to 'Order Takers' versus 'Order Makers'?

By: temitope

temitope — Thu, 10 Sep 2009 14:51:56 +0000

this is quite an insight, and enlightening. buying decision many times is not based solely the skills of the salesexecutive to get his/her message or to persuade a customer to decide on his/her product. many times decision is based on past exerience from a similar product or cost effectiveness, which many times is discussed at boardroom level or management to which the sales executive is not privy to. For example your company has just started selling a new brand of cars new in the market.THEN YOU APPROACH A COMPANY WITH INTENT TO PLACE SOME OF YOUR brand new models. but unfortunately management of that company has decided to stick to their old brand for the next 5 years???? what do you do???there is also the personnal touch. man no man.

By: Duane Sparks

Duane Sparks — Sat, 05 Sep 2009 18:08:12 +0000

I had the opportunity to preview Sharon's new book. She's brilliant and the topic is as well. I hope that all of you read her book and benefit from her outstanding work
Duane Sparks
Author of Action Selling

By: Twitter Trackbacks for When Does A Buyer Buy? | Sharon Drew Morgen [sharondrewmorgen.com] on Topsy.com

Mon, 31 Aug 2009 15:40:19 +0000

[...] When Does A Buyer Buy? | Sharon Drew Morgen sharondrewmorgen.com/2009/08/when-does-a-buyer-buy – view page – cached Let me say something you're not going to like: If a buyer truly needed your solution they would have either bought it already or resolved their problem — From the page [...]