The following was recently posted up on SalesPractice.com
Recently in Sharon-Drew Morgen’s blog was a post titled, “When Does A Buyer Buy?” which refers to her Buying Facilitation™ model.
I believe Sharon-Drew is shining a light on an area that doesn’t receive enough attention which is too bad considering the potential loss of revenue and protracted sales cycles. That area is the behind the scenes decisions
that buyers have to make on their own which the salesperson isn’t privy to and sales doesn’t address.
If you get the chance, read Sharon-Drew’s post and then come back and share your thoughts on what you believe she is saying and whether or not you believe that sales doesn’t manage those issues.