Okay, you’re thinking I must have lost my mind today – of course you know where your customer is regarding their location. However, do you know where they are regarding their buying process?
Knowing where the prospect or customer is in the buying process is one competency that separates the “also-rans” from the high performers in business-to-business selling. B2B sales people who understand their prospect or customer’s progression through their buying process are winning more sales.
Why does it matter? Because the b2b sales people who know where their prospect or customer is-in their buying cycle-are more likely to align their selling efforts or sales process with the buying process.