1.0buyingfacilitation.com/bloghttps://buyingfacilitation.com/blogrich600338<blockquote class="wp-embedded-content" data-secret="HYI4zpUFqT"><a href="https://buyingfacilitation.com/blog/buying-decision-problem-sales-problem-2/">It’s a buying decision problem, not a sales problem!</a></blockquote><iframe sandbox="allow-scripts" security="restricted" src="https://buyingfacilitation.com/blog/buying-decision-problem-sales-problem-2/embed/#?secret=HYI4zpUFqT" width="600" height="338" title="“It’s a buying decision problem, not a sales problem!” — buyingfacilitation.com/blog" data-secret="HYI4zpUFqT" frameborder="0" marginwidth="0" marginheight="0" scrolling="no" class="wp-embedded-content"></iframe><script type="text/javascript"> /* <![CDATA[ */ /*! This file is auto-generated */ !function(d,l){"use strict";l.querySelector&&d.addEventListener&&"undefined"!=typeof URL&&(d.wp=d.wp||{},d.wp.receiveEmbedMessage||(d.wp.receiveEmbedMessage=function(e){var t=e.data;if((t||t.secret||t.message||t.value)&&!/[^a-zA-Z0-9]/.test(t.secret)){for(var s,r,n,a=l.querySelectorAll('iframe[data-secret="'+t.secret+'"]'),o=l.querySelectorAll('blockquote[data-secret="'+t.secret+'"]'),c=new RegExp("^https?:$","i"),i=0;i<o.length;i++)o[i].style.display="none";for(i=0;i<a.length;i++)s=a[i],e.source===s.contentWindow&&(s.removeAttribute("style"),"height"===t.message?(1e3<(r=parseInt(t.value,10))?r=1e3:~~r<200&&(r=200),s.height=r):"link"===t.message&&(r=new URL(s.getAttribute("src")),n=new URL(t.value),c.test(n.protocol))&&n.host===r.host&&l.activeElement===s&&(d.top.location.href=t.value))}},d.addEventListener("message",d.wp.receiveEmbedMessage,!1),l.addEventListener("DOMContentLoaded",function(){for(var e,t,s=l.querySelectorAll("iframe.wp-embedded-content"),r=0;r<s.length;r++)(t=(e=s[r]).getAttribute("data-secret"))||(t=Math.random().toString(36).substring(2,12),e.src+="#?secret="+t,e.setAttribute("data-secret",t)),e.contentWindow.postMessage({message:"ready",secret:t},"*")},!1)))}(window,document); /* ]]> */ </script> It’s official. Mainstream sales is finally acknowledging that the problem is on the buy side rather than the sell side as everyone has believed. Forbes recently published an article by Pat Spenner of CEB  http://www.forbes.com/sites/patrickspenner/2013/10/21/youre-doing-it-wrong-demand-generation/ saying that a focus merely on needs and solutions ignores the buy-in and consensus management issues necessary before a purchase […]