3 Steps to Creating a Successful Customer Buying Journey
| Jul 11, 2019 | 2 min read
As mentioned in our previous Challenger blog post about the Customer Buying Journey, organizations are recognizing a knowledge gap between how customers make purchases and how their sellers manage their sales efforts.
Most Challenger clients are aware of the importance of buyer journey mapping, however many don’t know where to focus effort because the process feels too burdensome.
Excuses/reasons for not developing and using Customer Buyer Journey maps we commonly hear:
These are difficult obstacles to overcome, but sales leaders are discovering that it’s more costly to do nothing— particularly as managers coach to sales processes that are 10+ years old, or forecasts go up in flames as deals take longer to close.
Sales teams ask for a lot. They want state-of-the-art technologies, newest insight & data, and creative Marketing & Sales content to present to customers. And they want it yesterday!
So, if your decision leads you to make the Customer Buying Journey the predominant framework in your sales organization, take time to align it with your existing sales process stages, activities, and associated enablement materials.
Challenger is positioned to help support sales enablement teams in this transformation. Our organization has the expertise to help create accurate buyer journey maps and best practice knowledge for embedding the corresponding concepts into your sales enablement resources.
Challenger invites you to take a few short minutes to find out. Click the link below for the Buyer Journey – Need To Change Self-Assessment.
We will tabulate your results and email you a benchmark report. In the mean time we’ll share a kit with some interesting guidance to get you started on Buyer Journey mapping.
Andrew Derr is a Senior Consultant for Challenger Inc. He has partnered with numerous Global Organizations on Challenger implementation since 2014. Andrew has managed complex integrations to improve sales outcomes across a variety of industries including: manufacturing, industrial technology, and medical devices.