Far too many companies are misaligned. Even while a great sales leadership process is supporting internal alignment between salespeople and managers, the other crucial half of the equation — external alignment with customers -– is often ignored.
Sales leaders may protest, “Oh, we’ve already got external alignment covered. We’re totally in synch with our customers.” But getting in synch with customers means aligning your sales process with the way your customers buy.
For every customer segment, you must know what triggers their buying process. Their buying steps. What milestones drive their process forward and what obstacles can stall it. Key customer players and their concerns. And that’s just the short list.
Don’t risk being misaligned. Use the Advantage Buy/Sell Roadmap to make sure the way you sell is aligned with the way your customers buy.
Then learn more from our SalesOptimization webinar, “Sales Process: Banish the Bureaucratic, Autocratic, and Irrelevant.” Replay the webinar »