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WHO is Responsible for Mapping the Buying Process?  A Sales Consulting Firms POV

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Here is a SlideShare presentation of "Who is responsible for mapping the buying process? A Sales Consulting Firm's POV", by Greg Alexander, CEO of Sales Benchmark Index.

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  • I think it's always wise to bring in competence from sales regardless. They have a hands-on approach I usually find very useful.
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  • I agree that it is best to involve Sales. They say two heads are better than one and you also get thier buy in if you do a 'Think Tank' with a cross section of the business.
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  • perhaps product managers should do it with the salespeople rather than to them. not all product managers are as customer facing as this suggests and may need some help
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WHO is Responsible for Mapping the Buying Process?  A Sales Consulting Firms POV

  1. 1. Who is Responsible for Mapping theBuying Process?A Sales Consulting Firm’s POVWebsite Email Phonewww.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338
  2. 2. 2 2Sales shouldnot beburdenedwith the taskof mappingthe buyingprocess fortheir productor service
  3. 3. 3ProductManagementshould deliverto sales abuyingprocess mapfor theproduct orservice3
  4. 4. 4 4Click HERE to check out a blog post for more specifics
  5. 5. 5 54ReasonsWhy Product Management Should Map the Buying Process
  6. 6. 6 6
  7. 7. 7Product Management routinely speaks with suspects,prospects, and customers as part of their job.They can have a conversation that sales cannothave, resulting in rich buyer intelligence.7# 2
  8. 8. 8#3ProductManagementalready has arunning head-start in thatthey alreadyhave buyer anduser personasbuilt.When Salesare taskedwithmapping thebuyerprocess, theydo not havethatfoundationand mustbuildpersonasfrom scratch.8
  9. 9. 9 9Product Management is organized, as adepartment, by product. This means that a ProductManager is only concerned with how her targetbuyer makes a purchase decision for her product.Sales, as a department, are not organized byproduct. Their focus is total revenue across allproducts being sold.Which one makes more sense ?
  10. 10. 10Learn MoreDownload a Buying Process Mapping Template HereSign-up for SBI’s award-winning daily Sales & MarketingEffectiveness blog hereEmail - info@salesbenchmarkindex.comPhone - 1-888-556-7338Web: www.salesbenchmarkindex.com

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