HomeResearch Articles The SiriusDecisions Buyer-Aligned Sales Process

The SiriusDecisions Buyer-Aligned Sales Process

  • Many sales organizations still use a sales process that focuses on sales activities and ignores the need to align to the buyer’s journey
  • Mapping the sales process to the buyer’s journey changes the way sales organizations track and measure opportunity progression through the pipeline
  • Sales operations should guide the effort to create, implement and sustain a buyer-aligned sales process
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