“No one ever gets fired for choosing the status quo.” This sentiment, along with similar phrases, is often used to justify avoiding changes in technology solutions. Many buyers worry that salespeople are simply trying to push their products, which could lead to worse outcomes than sticking with their current approach. These buyers seek support from business and financial experts who can help them understand the real cost of inaction and explore potential solutions. The goal is to help buyers grasp the true impact of technology decisions and develop a strategy that improves their company’s outcomes while staying aligned with their objectives.