Align Your Sales Process with the Buyer’s Journey
Sales reps must be aware of the buyer’s journey and how it relates to their own sales process; once they do, they will be able to: improve the buyer experience, increase win rates, and move prospects through the sales funnel more quickly.
What is the Buyer’s Journey?
Buyer personas are created by sales and marketing teams who use an inbound marketing strategy. The buyer’s journey is the process buyers go through to become aware of, consider and evaluate, and make a decision. Your buyer’s journey will be unique depending on your solution and marketing strategy.
How to Align Your Sales Process with the Buyer’s Journey
Using a consistent, buyer-focused sales process, your sales reps can quickly identify where a prospect is on the buyer’s journey, allowing them to ask the right questions and solve the right problems.
Step 1: Begin with the Investigate Step
The first step in any sales process should be to investigate a potential customer’s buying behavior; this is the first stage in any sales process because it allows a rep to gather all available information on leads up front, and reps should adjust their communication style to match the prospect’s purchasing behavior style.
Step 2: Identify Where the Prospect Is in the Buying Journey
Sales leaders should train their sales teams to ask the right probing questions to uncover pain points and other relevant information, such as: “What have you tried in the past, and how has that worked out?”
Step 3: Move the Buyer Backwards (if necessary) to Make a Collaborative Diagnosis
In an ideal world, your prospect and salesperson would collaborate to diagnose the problem. Teach your reps how to ask thought-provoking questions, so they can focus on selling value rather than responding to a quote request.
The Importance of Aligning Your Sales Process with the Buyer’s Journey
Reps can meet buyers where they are on their purchase journey and interact in a way that improves their positioning and moves them closer to the sale with a flexible, buyer-focused sales process like IMPACT. Aligning your sales process with the buyer’s journey helps your reps better connect with potential customers.
Read the full ATCOM case study here.
Josh Winters is a Group Vice President/Director of Sales at The Brooks Group, and he developed The Sales Training Buyer’s Interview Guide to assist you in selecting the right training for your company.
What are the 7 steps to map the customer journey?
In 7 Easy Steps, Create A Customer Journey Map
- Step 1: Determine your goals.
- Step 2: Develop buyer personas.
- Step 3: Determine motivations and pain points.
- Step 4: Create a buyer’s journey map.
- Step 5: Maximize your touchpoints.
- Step 6: Identify your Moments of Truth.
- Step 7: Revise.
What are the 3 stages of buyer’s journey?
What Are the Three Stages of the Buyer’s Journey (Customer Decision Process)?
- The Awareness Stage, the Consideration Stage, and the Decision Stage are all stages of the process.
How do I create a buyers journey?
Define the Buyer’s Journey for Your Business
- Step 1: Awareness. The first step in the buyer’s journey is always awareness. In the buyer’s journey, awareness is two-pronged:
- Step 2: Consideration. At this stage, the buyer has already received a diagnosis and is now considering their options.
- Step 3: Decision. It’s decision time.
How do I create a journey map?
What Is a Customer Journey Map and How Do I Make One?
- Set clear map objectives.
- Profile your personas and define their goals.
- Highlight your target customer personas.
- List all the touchpoints.
- Identify the elements you want your map to show.
What is a touchpoint in customer journey map?
The act of outlining each interaction a customer may have with your brand is known as touchpoint mapping, and it involves looking at each step of the buyer’s journey and identifying the points where customers come into contact with or experience your brand.
What are the steps in the customer journey?
Define the steps. Create a sequence of major steps the customer takes from awareness to post-purchase. The steps are more finely grained segments to describe the sequences through the journey.
When in the buyer’s journey should you try to connect with a buyer?
Correct Answer: Before they make a decision, when they’re still figuring out what they want to do next.
What is buyer’s journey in digital marketing?
The buyer’s journey is the five-stage process that a consumer goes through before purchasing a product or service, and it is commonly visualized as a funnel. The buyer’s journey can look different depending on the industry or product you’re associated with, but it generally has five main stages from awareness to retention.
What is the buyer doing during the decision stage of their buying journey?
What does the buyer do during the decision stage? After deciding on a solution strategy, method, or approach, the buyer’s goal is to compile a list of available vendors, narrow down the field, and make a final purchase decision.
What makes a successful buyer’s journey?
The Buyer’s Journey is made up of three stages: awareness, consideration, and decision. It is based on the fact that today’s consumers are more informed and online than ever before, putting them on track to make an educated purchase decision before contacting you.
How do you map the buyers journey?
How to Make a Successful Customer Journey Map
- Create Buyer Personas.
- Focus on a Specific Persona.
- List Your Touchpoints.
- Inventory Your Customer Journey Supporting Resources.
- Take the Customer Journey Yourself.
What are the 4 stages of buyer’s cycle?
Let’s look at each stage of the cycle in greater depth.
- The first stage of the buying process is awareness.
- Consideration. At the consideration stage, your work as a salesperson can start to make a difference.
- Repurchase/Continuous Purchase.
How do you create a realistic customer journey map?
Managers must gather customer information and identify both critical and less important touchpoints in order to create a more useful customer journey map. We encourage managers to take HPM’s approach and directly ask customers which touchpoints they encounter during their journey through a service organization.
What are the four pillars to create a customer journey?
We recommend addressing your preparations in four main areas before you start mapping your journey: audience, data, content, and channel, which we go over in this unit. These pillars support your overall goal; address each of these areas before you start mapping your journey.