The Buyer-Aligned Sales Process

August 1st, 2018

Anne Slough

With contributor:

Steve Silver

Summary

Many sales organizations still use a sales process that focuses on sales activities and ignores the need to align to the buyer’s journey. Mapping the sales process to the buyer’s journey changes the way sales organizations track and measure opportunity progression through the pipeline. Sales operations should guide the effort to create, implement, and sustain a buyer-aligned sales process. A truly effective sales process will accommodate buyers’ information-gathering choices and decision-making steps. In this report, we define the Forrester Buyer-Aligned Sales Process, which enables organizations to consistently deliver value to buyers and sellers while identifying and eliminating waste at each step.

Want to read the full report?

This report is not available for purchase at this time.

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.