By marketing it is therefore necessary

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A also on the context in which its buyer operates , and knows the problems, needs and objectives, before making any decisions. proposals . Only at that point can the customer be inserted into a sales pipeline and aim to close a deal. New call-to-action So what are the steps to transform your sales process? 1.Sell more with the buyer's journey.

The first step to transform the sales model from an inbound perspective is to understand the buyer 's journey  the research path he takes to purchase a product or service . Traditionally, sales people Job Function Email List categorized their potential customers based on sales phases , for example segmenting them into: perspective ; d emo; gained or lost . According to this vision, no value reaches customers, whether prospected or demoed.



Only by analyzing the purchasing process from their point of view will it be possible to understand how to provide them with more awareness, more useful information and skills . The three phases of the buyer's journey To define the buyer 's journey , it is critical to identify how buyers experience a problem, consider available solutions, and ultimately decide to purchase.