Articles tagged with: buying decision path

Sales alone is not as effective as using two poweful models to help buyers buy: Buying Facilitation® , to help buyers figure out how, if, and when to add a new solution, and sales, to help them actually choose, and purchase, your solution.
Confused? You’re accustomed to just using the sales model to place your solution. But the buying decision process is more […]

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 […]