HomeResearch Articles Observable Outcomes: The Buyer-Focused Sales Process

Observable Outcomes: The Buyer-Focused Sales Process

  • When defining sales process stages, many organizations miss opportunities to align with prospect behavior
  • For each stage, pinpoint verifiable buyer outcomes that reps must identify in order to progress a deal
  • Not only does adopting a buyer-focused sales process helps reps sell more effectively, it improves the accuracy of sales forecasting

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