Technology, competition, and scarcity of resources have made the buyer’s journey more complex. Sales professionals need a way to adapt.
In Richardson’s webinar recording, Enabling Sales Teams Throughout the New Buyer’s Journey, we provide the steps to track the buyer’s journey and engage the customer at each phase. We illustrate a structured approach for bringing organisation to increasingly complex selling challenges.
In the presentation we show:
- How to identify the five phases of the buyer’s journey and respond appropriately
- How to use the three buying factors to drive momentum in the sale
- How to use “customer strategy mapping” to position value that resonates with customer goals