I recently joined a company as the Director of Sales and we have a "traditional" sales process that is focused on the seller's journey instead of the buyer's journey. I am interested in how different companies have changed the sales process from stages like Prospect-->Qualified-->Webinar-->Won and aligned their selling stages to the buyer's process of things like Recognition of Needs-->Evaluation of Options--> Resolution of Concerns--> Decision-->Implementation. Any suggestions or experiences?
Posted by: Shane Murphy
Posted: September 15th, 2016