Despite the talk about sales process, most sales and marketing professionals underutilize this important tool.
With the Internet changing the way customers buy, companies are re-aligning their sales process and marketing activities to the customer’s buying process.
This article discusses three critical problems that can be addressed with enhanced use of the sales process:
- To help sales gain a better understanding of where the prospect is in their buying process in order to improve sales engagement and conversations
- To help marketing create and deliver more relevant and impactful content to prospects to accelerate their buying process
- To optimize both marketing and sales outcomes
One of the important recommendations in this article is to identify ALL of the questions prospects must answer in order to buy your product, service or solution. A worksheet is provided to guide you through this process.