Sales & Marketing
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by Dorie Clark | 1:41 PM June 6, 2012
by Karen Freeman, Patrick Spenner and Anna Bird | 9:10 AM May 23, 2012
Standing out from the crowd is tough when your competitors are also working towards the same end. Occasionally, though, a business that has been doing 'fine' suddenly starts doing better than fine. In fact, it goes from being good to great. For some, this success is temporary and they soon slink back into the pack. A select few make a significant shift and go on to achieve sustained greatness. How does a good business become a great one?
The buyer's journey describes the process for typical business buyers as they move through the sales funnel. The journey is not an administrative process, but a cognitive one. The buyer moves from being complacent to troubled, then becomes clear about needs and viable options, before deciding on preferences and opening the way for an acceptable contract.