Ready for takeoff: Moving beyond pilots

The hospital CEO turned, slowly, rising from his chair to stand by the window. He stared at the planes taking off just a few miles away, their contrails criss-crossing the clear skies.\r\n\'\'The thing is, my boy,\'\' he said, choosing his words carefully, \'\'there are more pilots in this hospital than in that airport\'\'.\r\nAn excerpt there from Arthur Miller's seminal play, The Death of a Salesman. If it had been written about people selling SaaS solutions to hospitals. Which it wasn't.\r\nOK, fine, perhaps we're being overdramatic. But pilot-isis is real. They're everywhere. And yet so often they fail to gain the traction they need to garner a commercial decision being made.\r\nWhy is this? And how can we better model the pilots to ensure takeoff?