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.

1. Who is Responsible for Mapping the
Buying Process?
A Sales Consulting Firm’s POV
Website Email Phone
www.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338

2. 2 2
Sales should
not be
burdened
with the task
of mapping
the buying
process for
their product
or service

3. 3
Product
Management
should deliver
to sales a
buying
process map
for the
product or
service
3

4. 4 4
Click HERE to check out a blog post for more specifics

5. 5 5
4Reasons
Why Product Management Should Map the Buying Process

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7. 7
Product Management routinely speaks with suspects,
prospects, and customers as part of their job.
They can have a conversation that sales cannot
have, resulting in rich buyer intelligence.
7
# 2

8. 8
#3
Product
Management
already has a
running head-
start in that
they already
have buyer and
user personas
built.
When Sales
are tasked
with
mapping the
buyer
process, they
do not have
that
foundation
and must
build
personas
from scratch.
8

9. 9 9
Product Management is organized, as a
department, by product. This means that a Product
Manager is only concerned with how her target
buyer makes a purchase decision for her product.
Sales, as a department, are not organized by
product. Their focus is total revenue across all
products being sold.
Which one makes more sense ?

10. 10
Learn More
Download a Buying Process Mapping Template Here
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Email - info@salesbenchmarkindex.com
Phone - 1-888-556-7338
Web: www.salesbenchmarkindex.com