Tailoring Opportunity Types To The Buyer’s Journey

August 23rd, 2018

Mike Pregler

Summary

An effective sales process improves alignment between sellers and buyers while providing insight into opportunity flow and pipeline velocity. A sales process can be broken down into a consistent and repeatable collection of steps or actions through which a sales rep guides a buyer as the opportunity progresses from lead to closed deal. Unfortunately, this seller-centric, assembly-line view often fails to consider the most important component of the selling process — the buyer. In this report, we examine situations in which multiple sales processes may be necessary, identify the benefits of multiple sales processes, and address operational considerations.

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