Sharon Drew Morgen

The steps of a buying decision differ from the steps of a sale. The sales model has no way to influence the private decisions and buy-in issues that buyers must address before they can buy.
Buyers live in a ‘system’ that maintains their Identified Problem (or ‘pain’) over time, creating work-arounds that become part of the system and,It’s only when a group of dedicated, internal change agents are willing to push the river, that a purchase is even considered.9 Steps that Influence a Buying Decision is a post from: SharonDrewMorgen.com
http://sharondrewmorgen.com/9-steps-that-influence-a-buying-decision/