HomeResearch Articles Value Stream Mapping: Aligning Your Sales Process to the Buyer's Journey

Value Stream Mapping: Aligning Your Sales Process to the Buyer's Journey

The relationship between b-to-b buyers and sellers has changed dramatically over the past decade. Now, more than ever, buyers have more information and power when they are buying. This has led some industry analysts to predict radical changes for organizations whose sales forces and processes do not meet buyers' needs and expectations. To be successful, a sales organization must understand the decisionmaking journey that its customers experience prior to making a purchase decision and tailor its sales assets and processes to align to the buyer's journey.
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