In the sales world, it’s easy to become obsessed with your sales pipeline.
We measure, analyze, and evaluate every step of our sales process.
But how often do we stop and ask ourselves: Where is the customer in their buying process?
The truth is, it doesn’t matter how far we’ve come in our sales process if the customer hasn’t moved forward in their buying process.
Pushing a customer through your sales pipeline when they’re not at the right stage in their own buying journey often leads to frustration and missed deals.
Instead of staring blindly at your sales pipeline, we should also focus on understanding the customer’s buying journey:
- Where is the customer right now? Are they in problem awareness, solution evaluation, or decision-making?
- What questions do they have? What additional information is needed? What obstacles are they experiencing?
- How can we help the customer take the next step in their buying journey? By providing relevant content, guidance, and support, we can help them take the next step toward a decision.
By adapting our communication and activities to the customer’s buying journey, we can build stronger relationships, increase trust, and create a smoother buying experience.
This, in turn, leads to more deals and happier customers.
So, stop just staring at your sales pipeline and start focusing on the customer’s buying journey.
Here you can read how you can get the customer to move forward in their buying process.
