Building A Buyer-Aligned Sales Process

December 5th, 2018

Anne Slough

With contributor:

Steve Silver

Summary

A well-designed sales process aligns to the buyer’s decision-making process and includes prescriptive sales activities, assets, and observable outcomes. Building a sales process begins with an assessment of the current process and its alignment to the buyer’s journey. The exercise of assessing, creating, and implementing a buyer-aligned sales process enables sales and marketing leaders to understand buyer needs, align sales activities with buyer needs at each step of the process, and continually seek ways to expedite the buyer’s journey. In this report, we define seven steps that B2B organizations should follow to create and implement a buyer-aligned sales process that will maximize the likelihood of closing more deals.

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