Buying Journey Phases in B2B Complex Sales
Navigating the buying journey in B2B complex sales
I mentioned last time why I think that in B2B complex sales it’s the buying journey that’s important. You heard me talk about the need to focus on what matters to the customer.
You also heard me say that the journey doesn’t always flow in the way that most traditional sales funnels suggest. Often the buying journey isn’t as straightforward as the salesperson might wish it to be.
Knowing about the phases of the buying journey is key. Knowing where your customer is in the buying journey is even more critical.
In B2B complex sales how do you know where the customer is in the buying journey?
In this second video in a series diving deep into how the buying journey works, you’ll hear an overview of the different phases of the Buying Journey. This will help you begin to understand where your customer might be along their own buying journey and what you need to do next.
And a final thought
At JA Consulting we help businesses and individuals take the theory of selling and put it into practice. We’re here to help you learn how to spot and grow business opportunities, how to develop strong and transferable selling skills and how to generate robust account management. To find out more, talk to us, our team is waiting and ready to help.
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