What about the buyer’s journey?

31st October 2016 |   Bob Apollo

When organisations talk about their sales process, they are usually thinking in terms of a sequence of sales activities, typically encapsulated in a series of pipeline stages, which are designed to move a prospect from first contact to a successful sale. There’s overwhelming research to prove that having a formalised sales process has helped many organisations to improve sales performance.

Blind spots

But if my recent observations are anything to go by, many well-established sales processes seem to have something of a blind spot when it comes to two absolutely critical elements of successful B2B selling:

  1. What is the prospect doing and thinking at each point in their buying decision process? and
  2. What can we do to recognise where they are and facilitate their onward journey?

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Founder of UK-based Inflexion-Point Strategy Partners | + posts

Bob Apollo is the founder of UK-based Inflexion-Point Strategy Partners, the B2B sales effectiveness experts. Following a successful career spanning start-ups, scale-ups and corporates, Bob now spends his time as a coach and advisor to growth-phase technology-based businesses, equipping them to adopt the principles of Outcome-Centric Selling.