Decision issues are specific areas of interest that can influence a prospect's buying decision. Customers and prospective customers may ask questions and express concerns about the solutions you propose, and your company in general, during the sales cycle. Decision issues provide you with an opportunity to develop a sales strategy and address customer concerns.
This chapter describes how to use the Decision Issues view to associate customer questions and concerns with an opportunity. Decision issues are the criteria a prospective customer uses to evaluate a potential supplier and product before making a decision to buy. It includes the following topics: