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Blog Post Resources:
http://www.salesbenchmarkindex.com/bid/93934/How-to-Spot-Where-Your-Customer-is-on-Their-Buyer-s-Journey
http://www.salesb...
uyer-s-Journey
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Not in the Market
Phase Exit Criteria
Buyer Process Map
O...
Questions Buyer Asks
Not in the Market
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Key Buyer Actions
Event Occurs
Disease ...
Questions Buyer Asks
Disease Awareness
Buyer Process Map
Collaborative Buying
Process
Buying Phase
Actions & Questions Buyer Action
Buyer Doing
(Y/N)?
Phase Exit...
Questions Buyer Asks
Problem Definition
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer Doing
(Y/N)?
Phase Exit Criteria
Confirm Functional
...
Questions Buyer Asks
Explore Options
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Evaluation
Secure Stakeholder Consensus...
Questions Buyer Asks
Evaluation
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Finalize Recommend...
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Final Approval
Sub...
Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Key Buyer Actions
...
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Buying process map Template

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Transcript of "Buying process map Template"

  1. 1. Blog Post Resources:
  2. 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. 3. uyer-s-Journey
  4. 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. 5. Questions Buyer Asks Not in the Market
  6. 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. 7. Questions Buyer Asks Disease Awareness
  8. 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. 9. Questions Buyer Asks Problem Definition
  10. 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. 11. Questions Buyer Asks Explore Options
  12. 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. 13. Questions Buyer Asks Evaluation
  14. 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. 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. 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

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