Comments on: Buying Decisions: What Happens Behind-The-Scenes

By: How do you buy? Steps in a buying decision | Sharon Drew Morgen

How do you buy? Steps in a buying decision | Sharon Drew Morgen — Mon, 11 Jul 2011 14:53:48 +0000

[...] I began using the terms in the 80s my meaning described a change management process to lead buyers through their [...]

By: Facilitating the Buyer’s Journey: a definition | Sharon Drew Morgen

Facilitating the Buyer’s Journey: a definition | Sharon Drew Morgen — Tue, 07 Jun 2011 04:27:45 +0000

[...] originally labelled the trip through the behind-the-scenes issues buyers must contend with (those political, relational, [...]

By: Sellers can’t understand the buyer’s decision process | Sharon Drew Morgen

Mon, 13 Sep 2010 15:57:39 +0000

[...] make no mistake: we will never, ever, understand what is going on during their behind-the-scenes decision process. And here, I speak not only of the decisions around a solution choice, but all of those change [...]

By: Vanessa DiMauro explores the intersection between decision making and social networking | Sharon Drew Morgen

Mon, 23 Aug 2010 16:06:18 +0000

[...] a bias (toward/against) a prospective supplier at different points in the ongoing peer review, or behind-the-scenes, or political aspects of the Buying Team’s decision [...]

By: Buying Decision Enablement: put the human side of decision making into the work flow | Sharon Drew Morgen

Mon, 16 Aug 2010 18:57:33 +0000

[...] of how we are tracking digital footprints, buying queries or calls – have no idea what the heck is going on behind-the-scenes. We certainly have no way to influence it. So we end up entering a buyer’s sphere around [...]

By: Dilbert experiences change management | Sharon Drew Morgen

Dilbert experiences change management | Sharon Drew Morgen — Fri, 06 Aug 2010 14:27:53 +0000

[...] problem. We will never, ever know what’s going on in a buyer’s environment that is behind-the-scenes, and influencing the decisions that get made to make a purchase or remain with the status [...]

By: The New Buying Habits of Buyers: Does solution data drive a decision? | Sharon Drew Morgen

Tue, 13 Jul 2010 15:45:58 +0000

[...] any purchase gets made, an unknown number of internal, private, behind-the-scenes decisions and considerations must be resolved first. And make no mistake: until or unless they are dealt [...]

By: Why sales don’t close | Sharon Drew Morgen

Why sales don’t close | Sharon Drew Morgen — Fri, 09 Jul 2010 15:47:30 +0000

[...] process, a buy-in process, a change management process, that potential buyers must go through behind-the-scenes, before they can choose a [...]

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 15:16:29 +0000

[...] call the facilitation of these non-solution-oriented decisions – the behind-the-scenes decision issues that have nothing to do with the Identified Problem - Buying Facilitation®. You can call it [...]

By: Is there more to learn? | Sharon Drew Morgen

Is there more to learn? | Sharon Drew Morgen — Fri, 09 Apr 2010 16:22:07 +0000

[...] Sales only handles needs assessment and solution placement end of the buying decision – the last 10% of what they need to do to resolve a problem. If the buyer’s [...]

By: We Can’t Understand Customers | Sharon Drew Morgen

We Can’t Understand Customers | Sharon Drew Morgen — Mon, 05 Apr 2010 19:19:01 +0000

[...] buyers need to address in order to make a buying decision. We’ve never thought about their behind-the-scenes decision process before and we’ve inappropriately used the only skills we’ve had to sell with [...]

By: Zoran

Zoran — Wed, 16 Sep 2009 08:11:16 +0000

Interesting, I`ll quote it on my site later.