The Problem: Many sales organisations introduce systems and protocols that hinder, rather than help, the buyer’s journey, because they were never actually mapped against how buyers decide.
The Shift: Buyers are unpredictable, and your influence over their decision shifts at every stage. Understanding where and how they’re deciding matters more than ever now that most of that deciding happens before they ever speak to you.
The Solution: We help you track and map the buyer’s journey, touchpoint by touchpoint, so your sales process aligns with how buyers actually research, decide, and buy, not how your internal systems assume they do.
Navigate the modern buyer’s journey
Selling is one of the most complex functions in the value chain. Made more complicated by virtue of the fact that buyers are unpredictable. Many sales organisations fall into the trap of introducing systems, processes and protocols that often hinder, rather than help, the buyer’s journey. This is why it’s important to look at how your clients are buying and where they are making decisions on their buying journey.
Barrett helps organisations track and map the buyer’s journey. By investigating each touch point and interaction we can better align sales processes with the unique needs of your future buyers.
Our buyer’s journey solutions
What We Do
- Develop Buyer’s Journeys – We map every element along the buyer’s journey, so you can see how to positively engage and influence buyers at each stage, and what it takes to become a genuinely customer-centric organisation.
- Digital Social Selling – Today’s buyer’s journey runs largely through digital channels before any conversation happens. We help your people build the relationships, online and offline, networks, industry bodies, social platforms, that influence buyers at the stage they’re actually in.
- Know Who’s Deciding – Once we know where buyers are in their journey, our Sales Market Segmentation & Personas work tells you exactly who’s making the decision at each stage.
FAQ
- How is this different from sales process mapping? Sales process mapping designs your internal steps. The buyer’s journey maps their steps, what they need from you at each one.
- Does this connect to the CAA? Yes. The CAA tests how your buyer-facing presence performs at the early stages of this journey, before any conversation starts
Ready to map out your buyer’s journey?
Talk to us, your selling better advisory team, and we’ll help you quickly and accurately assess your next steps.
The Barrett advantage
We bring a well-researched 21st century systems thinking approach to sales that includes a complete selling system. With a solid reputation for helping leaders quickly pivot and transition their sales teams and operations to sell better, we are here to help your business prosper.
Case Study
Selling Better Case Study: How to do it properly
Industry: Banking/Finance/Agribusiness Type: Public
Successfully combined two sales operations that came together due to a business acquisition. The project lead a complete culture and mindset shift across the entire organisation to improve the customer experience and lift sales.
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