Because sales operates in needs assessment/solution placement terms, and not on the buying decision paths, we don’t consider that there is an actual system to how buyers buy. But there is. And it’s scalable.
BUYING DECISIONS ARE BASED ON SYSTEMS AND CHANGE MANAGEMENT
We live in systems (My book Dirty Little Secrets: why buyers can’t buy and sellers can’t sell [...]

Sellers assume that when they make a prospecting connection and notice a ‘need’ that aligns with their solution, it’s time to sell. For some reason, a ‘need’ has been equivalent to an action call – much like when we see a child moving toward the road or a hot stove that we go into action [...]

Lately, I’ve heard a few folks using the term that I have been using for 20: decision facilitation.
But what, exactly, does that mean?
Since I suspect there is a good chance I was the person who first put those particular words together – especially in the sales field – I’d like to offer my definition.
Sales manages [...]