a-paradox-the-sales-process-and-the-buying-journey 
Partners in Excellence
MARCH 7, 2019
As sales professionals we face an intriguing paradox. We know, for complex B2B buying, the buyer’s journey can best be described as chaotic. At the same time, we have a relatively linear sales process: prospect, qualify, discover, propose, close. A sales process is critical for our success.
Partners in Excellence
APRIL 26, 2021
We tend to take for granted that our customers know how to buy. The reality, unless they are in a role where they are buying frequently, they don’t know these things–yet we assume they do. We know the majority of buying journeys end in no decision made. We think they know who should be involved and why.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
Partners in Excellence
AUGUST 7, 2020
Recently, I was in a discussion with a group of outstanding sales people. They were talking about how to align their selling process with the customer buying process. One of the sales people asked, “How do we learn their buying process?” but they don’t know how to buy.
Partners in Excellence
OCTOBER 28, 2019
What if we helped guide the the customer through their buying journey, after all, we are experienced in doing this, they seldom do it? What if we helped guide the the customer through their buying journey, after all, we are experienced in doing this, they seldom do it? Buying is a collaborative process.
Partners in Excellence
APRIL 5, 2019
It looked at the real buying journey and the difficulty customers have in buying. The Gartner research shows, vividly, that the customer buying journey is not linear. The Gartner research shows, vividly, that the customer buying journey is not linear. The buying process will never be “simple.”
The Digital Sales Institute
OCTOBER 8, 2020
Sales skills for the digital era requires a change in both mindset and skill application. Hard to reach buyers will only rethink their current position or reset established buying needs, when given some compelling reasons to change. And does the salesperson have any evidence before they make that sales pitch.
Vengreso
JANUARY 13, 2023
Even so, my sales book collection is mounting, thanks to the privilege of hosting Vengreso’s Modern Selling Podcast. Because I interview some of the world’s top influencers and authors, I knew I had to come up with a resource list of the best sales books for 2023. I’ll be the first to admit it!
Expert insights. Personalized for you.
100 
Let's personalize your content