What is a Buyer Journey?
“Hustle more!” or “Spend more time with your customers” is a flawed transactional approach, commonly used by many sales leaders to address the issue of poor closure rates. It typically happens when you don’t understand your .
There’s a “different-in-kind buyer reality,” as Gartner calls it, which requires salespeople to have a different level of conversation with their prospects, that reflects the complexity of their journey.
If you want to increase your revenue as a sales leader, start with re-assessing your buyer journey so that it reflects the reality of your buyer.
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