Sharon Drew Morgen - Home of the Buying Facilitation® Method

SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change ma..

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SharonDrewMorgen.com posts cutting edge thinking in decision facilitation and the Buying Facilitation® model, and other change management issues related to B2B, management, decision making, and sales.
URL: http://sharondrewmorgen.com
Added: April 16, 2010
Authority: 55.8041
Type: Blog
Language: English
Category: B2B
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Why Aren’t Buyers With Needs Buying?

Do you know why so many prospects that need your solution don’t buy?  If ‘need’ were the only buying criteria, you’d be closing a lot more. First of all, buyers don’t want to purchase a solution – they merely want to resolve a business p

Steps along the Buying Decision Path

The buyer’s route to a purchase starts before they consider a solution. The sales model handles steps 10-13. Marketing, marketing automation, and social marketing may be involved in steps 3 and 8, although it’s not clear then if the decision to c

It’s the Consensus, Stupid*

Buying decisions happen well before buyers consider your solution regardless of their need or the efficacy of your solution, marketing, or content. In fact, a purchase is the very last thing that occurs in a string of events buyers must handle as the



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