Map Your Customer Buying Process and Navigate to More Revenue

buying processMake sure your company fully understands your customers’ buying process to put resources where they’re needed most.

Tony Zambito, Executive Consultant for Sales Benchmark Index, writes in Social Media Today that if your buying process maps for how your customers purchase products or services are out of date, you’re negatively impacting “the success of how and where you allocate resources.” By mapping the customer’s buying process, you get a tool to “focus your limited resources in the highest impact area(s).” With “demand generation, inbound marketing, and content marketing,” Zambito says, companies are now dealing with a “new informed buyer.” Marketers and salespeople need to remove the “blind spot when it comes knowing their buyer’s journey” by studying the buying process carefully and targeting those steps where customers are dropping off.

photo by: michael pollak

Full StoryFrom Social Media Today

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