4.2. The buying decision
If you are not familiar with the details of the buying decision, you need to find the person or persons and request a full debriefing. To begin, you need to know:
What lines of business (LOBs) were involved in the negotiation process
Who the key contacts are in these LOBs
What business goals are being address by the latest software purchase
What expectations were set as part of the decision making process
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