When I began talking about ‘helping buyers buy’, or ‘decision facilitation’ in 1988, people thought I was a bit eccentric, to say the least. “I help buyers buy too,” I used to hear. “I find out what they need, position my solution in a way they understand that it will resolve their pain, and give [...]

Your prospects need your solution. Desperately. But they are stalling. And it makes no sense.
But are they stalling? Are they really ignoring their needs, working with sub-optimal functionality, for a reason?
No. No. No. Yes. Not stalling, not ignoring their needs. Not working with sub-optimal functionality. Yes, there is a powerful reason.
Buyers can’t buy until all [...]