From the course: Advanced Lead Generation
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Buying journey stages
- [Narrator] Most companies have a sales process, but if your sales process doesn't align with how your prospects buy, you have a problem. Many sales processes are developed based on how sales leaders ran them at past companies or based on what a book told them to do. This is a great start, but if it conflicts with how your prospects buy, you're proactively and artificially creating friction for them. And that can only portend bad things from your engagement and close rates. The sales process may sound like a sales job to develop, but if you think about it instead as a buying journey with multiple steps and stages, it quickly becomes a joint exercise for sales and marketing to build out together a consistent and integrated path. The key to making this buying process work is understanding not just the stages buyers go through, but also the pace at which they follow it. No matter how good your sales process is built, you won't…
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