Best Practice Report

Tailoring Opportunity Types To The Buyer’s Journey

August 23rd, 2018
Mike Pregler, null
Mike Pregler


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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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.