Buyer Decision Process

When you're developing your marketing materials do you work from any buyer decision process?

If you've ever watched Glengarry/GlenRoss, "Blake" (Alec Baldwin) goes over a typical sales process of:

A-Attention
I-Interest
D-Decision
A-Action

At each step, you could ask the question back to yourself "what do I need to do to gain _______ (insert step) from this particular buyer?" What is a typical buyer looking for at each step? Once you work back from the buyer's perspective, the sales process is a matching endeavor.