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  • 1. Blog Post Resources:
  • 2. http://www.salesbenchmarkindex.com/bid/93934/How-to-Spot-Where-Your-Customer-is-on-Their-Buyer-s-Journey http://www.salesbenchmarkindex.com/bid/96936/The-1-Killer-of-2013-Product-Launches-and-how-to-beat-it
  • 3. uyer-s-Journey
  • 4. Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Not in the Market Phase Exit Criteria Buyer Process Map Observe Market Trends Key Buyer Actions Track Competative Activity
  • 5. Questions Buyer Asks Not in the Market
  • 6. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Key Buyer Actions Event Occurs Disease Awareness Event #1 Event #2 Event #3 Problem #1 Problem #2Problem Surfaces Problem #3 Phase Exit Criteria Consequences of Problem Identified Consider Alternatives for Solving the Problem
  • 7. Questions Buyer Asks Disease Awareness
  • 8. Buyer Process Map Collaborative Buying Process Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Key Buyer Actions Identify & Involve Stakeholders Problem Definition Establish Functional Requirements
  • 9. Questions Buyer Asks Problem Definition
  • 10. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Phase Exit Criteria Confirm Functional Requirements Explore Options Narrow Down List of Options Key Buyer Actions Explore Promising Options
  • 11. Questions Buyer Asks Explore Options
  • 12. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Evaluation Secure Stakeholder Consensus Conduct Detailed Evaluation of Options Phase Exit Criteria Finalize Business Case Key Buyer Actions
  • 13. Questions Buyer Asks Evaluation
  • 14. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Finalize Recommendation Check References Finalize Contractual & Business Terms Key Buyer Actions Phase Exit Criteria Reconfirm Decision Finalize Internal Request to Purchase
  • 15. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Final Approval Submit Final Proposal to Formal Approval Process Key Buyer Actions Phase Exit Criteria
  • 16. Buyer Process Map Buying Phase Actions & Questions Buyer Action Buyer Doing (Y/N)? Questions Buyer Asks Key Buyer Actions Implementation Phase Exit Criteria Validate Decision to Buy Implement Chosen Solution Achieve Expected Benefits