buyer journey

Professional man holds up his hand to tell someone to stop

As a technology seller at the onset of the pandemic, I witnessed firsthand as buyers made a statement by revolting against spammy sales efforts, making it clear that they expected sellers to willingly facilitate a modern buyer journey that enabled them to evaluate and validate a solution and company before interacting with salespeople, and rewarding the sellers that proactively guided multi-stakeholder buying groups through increasingly complex and resource intense buying decisions.

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