Phase 3: Buyers

Understand how executives make purchase decisions.

 

The Problem

Executives are changing the way they make purchase decisions. Some are altering their evaluation criteria. Others are involving more people in the decision-making process. Some are changing their preferences for how they want to engage with your sales team. Decentralized decision-making is becoming centralized, and centralized decisions are now being made regionally. And on and on. Failure to exactly understand how executives are buying will prevent you from growing revenue.

 

The Solution

  • Buyer personas
  • Buying process maps
  • Buyer value chain analysis
  • Critical success factors

 

With this stage complete, it is time for the final piece of the market research puzzle, Phase 4: Prospecting.