The buyer’s journey describes the different stages during a new project design
Awareness: Customer is faced with challenges not solved by the current product
Interest: Discovery of trends, requirements, and possible solutions
Consideration: Evaluation of specific products. In many cases the first contact to suppliers happens at this stage
Decision: Commitment to a specific solution and supplier
Product info, configurators and design tools are available online, allowing customers to design a solution without the involvement of the vendor. Quite often suppliers are asked for a solution validation and prices when the design was almost done. This does not give salespeople the opportunity to demonstrate the values of their products
Challenge for sales is to be already involved in the very early stages of a project, ideally during the awareness phase. This is the opportunity to demonstrate how the values of a product can solve specific challenges and gain competitive advantages.
Ask marcompower to support you in establishing these sales strategies within your complete organization.