To help the buyer understand the different ways they might address a goal or challenge.

  • Identifying a challenge they’re experiencing or an opportunity they want to pursue.
  • Deciding on a budget for the next 12 months.
  • Evaluating different approaches or methods available to help them with a challenge or opportunity they’ve decided to address.
  • Trying to choose a specific solution within a chosen solution category.

Answer for this Question

Trying to choose a specific solution within a chosen solution category.

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