THE B2B BUYING DECISION PROCESS

Do you really understand the process your prospects follow when making buying decisions?

From sales process to buying journey
 
Most conventional sales processes are largely defined by the key activities the sales person is expected to take as they try to convert a prospect into a customer. But these stages often bear little resemblance to the journey the prospect's decision making team actually takes when deciding if, what, how and when to buy.
 
So it's no surprise that so many traditional sales pipeline management and revenue forecasting processes turn out to be so consistently inaccurate. In our experience, the only way to resolve this issue is to align pipeline management around the key steps and verifiable outcomes in the prospect's buying decision process.
 
Aligning the sales pipeline with the prospect's typical buying decision process brings a number of obvious advantages: progress depends not upon what the sales does or thinks but on the actions and behaviours the prospect can be observed to have undertaken.
 
This simple shift in perspective results in a significantly more accurate assessment of the true state of the opportunity pipeline. Measuring average conversion rates and deal velocities from stage to stage helps to improve forecast accuracy and eliminate wishful thinking.
Our structured discovery process helps clients to align their sales processes with the key stages in their prospect's buying decision process and to establish appropriate metrics that accurately measure progress, resulting in more reliable pipeline valuations and revenue forecasts.
 
To explore whether we might be able to help you achieve something similar...
  
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