Does the Buying Process Supersede the Selling Process?

The focus of most salespeople is typically inward, toward the sales process.

Because of this, external factors are often ignored. And this is where the buying process is rooted. Your customers aren’t concerned about how you manage your leads or feed prospects through a pipeline — they want to be spoken to on their terms. Salespeople that can facilitate the buying process are at a distinct competitive advantage, writes David Brock of Partners in Excellence.

A salesperson’s role within the buying process should be a supportive one. The buying process belongs to the customer, not the sales team.

Does this mean that you should abandon your sales process? Absolutely not. It’s a matter of seeing beyond your immediate field of view. Being able to connect with your customers through the buying process can only offer benefits to companies. For more on the importance of paying attention to the buying process, read the full article by Brock.

CA
Contributing Author

You might also like ...
Sales
Listen
Stripe’s Jeanne DeWitt Grosser on Buffalo, Whales, and Scaling Sales

In just five years, she’s helped grow Stripe’s sales team to about 200 folks in the U.S. and 500 globally—that’s bigger than the entire company was when she first came on board.

by Casey Renner
Sales
Hi [firstname]: LinkedIn Message Automation Is the Actual Worst

We all get those terrible sales messages on LinkedIn that sound like they were written by a bot. Well, turns out that’s exactly what’s happening.

by Candyce Edelen
Product Led Growth
Why Are Salespeople So Afraid of Change?

Sales reps are going to miss product-led growth just like they missed account-based marketing. And their paychecks are going to suffer.

by Joe Caprio