Aligning the Selling and Buying Processes

By Michael Leimbach, PhD

A Consultative Selling Approach

Today, customers are in control of the sales process, making it crucial for sales teams to align their strategies with how buyers prefer to purchase. Understanding the modern buying journey can significantly boost sales effectiveness and long-term relationships.

 

Download this article to learn about:

  • Prospecting in Modern Sales: Qualifying the account and decision team rather than just identifying individual buyers.
  • Establishing Credibility Early: Positioning yourself as a trusted advisor before customers are ready to buy.
  • Tying Needs to Business Strategy: How to go beyond needs discovery to show the strategic impact of purchases.
  • Configuring Comprehensive Solutions: Building offerings that combine product and non-product elements for maximum value.
  • Growing Long-Term Relationships: Why the focus on reselling and up-selling leads to greater profitability.

Aligning your sales process with the buyer’s journey builds trust and strengthens customer relationships.

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