Tailoring Opportunity Types To The Buyer’s Journey

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.