Best Practice Report

Sales Effectiveness and the Buying Cycle

January 1st, 2018
Jennifer Bullock, null
Jennifer Bullock


Preparing reps for three key roles they will play during customer buying cycles will dramatically increase their effectiveness. Mapping a sales process to these roles will help drive greater focus on improving knowledge required for success. Understanding buying cycles and aligning your goals to the facilitation of them puts the customer front and center.

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Forrester helps business and technology leaders use customer obsession to accelerate growth. That means empowering you to put the customer at the center of everything you do: your leadership strategy, and operations. Becoming a customer-obsessed organization requires change — it requires being bold. We give business and technology leaders the confidence to put bold into action, shaping and guiding how to navigate today's unprecedented change in order to succeed.