Bob Duyn - Bob Duyn I Squared VP Business development &...

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Bob Duyn I Squared First thing, I really liked how he made constant eye contact, kept me engaged. Started by doing a little thing about products we buy. What is the difference in each buying process? Length of time, impact over time Physical vs intangible Price Consequences or impact of purchase Number of people involved Complexity Impact on feelings What is the same in each buying process of products? Technical specs o Affordability o Features Reliability Usage model/application Impact/consequences Anxiety/risk o Upsides/downsides Person It’s a person buying: why is this important It’s not just a technical decision Decisions are complicated by: o Decision making ability Decisions are stressful How easy is it for the buyer to make the decision? o Adversity to risk o Will the buy make he/she successful?
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Bob Duyn - Bob Duyn I Squared VP Business development &...

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