Skip to main content

The New Buying Journey Is Dynamic, Not Linear

dynamic buyer journey featured

richardsonsalestraining22 August 2018Blog

Share on LinkedInShare on TwitterShare on Facebook

The buyer’s path to the sale is full of sharp turns and unexpected off-shoots. Sales professionals need to keep their hands on the wheel.

In Richardson Sales Performance’s latest white paper, Embracing the Turns: The New Buyer Journey, we show why the buyer’s journey is an iterative process and how sales professionals can stay ahead of the curve. We uncover:

  • How risk, ROI, and consensus all influence the buyers’ decision
  • How needs, stakeholders, and perceptions all change throughout the journey
  • Why the combination of information and people causes the customer to refine their thinking
  • Why the customer’s change in scope and priorities means aligning and realigning stakeholders
  • The importance of understanding, anticipating, and shaping customer thinking

If you’d like to learn more about the new buying journey and how to equip your sales team to navigate it, please contact us.

Share on LinkedInShare on TwitterShare on Facebook
buyer journey white paper 2

White Paper: Embracing The Turns, The New Buyer Journey

Download

Resources You Might Be Interested In

winning team sale

eBook: Winning the Team Sale

Download the eBook to discover why team selling skills are critical and learn how to assemble & organise a team of experts for your next presentation.

Article

solution selling inside sales program brochure

Brief: How to Win Large, Complex Deals with Greater Profitability and Predictability

Download the brief to learn how to win large, complex deals with greater profitability and predictability.

Article

how to rapidly improve sales performance

Brief: 5 Tips for Creating Sales Quotas That Drive Revenue

Download the brief to learn five tips that will guide you in the right direction to make the most informed sales decisions possible.

Article

Solutions You Might Be Interested In