Last week, David Dulaney invited Market-Partners Inc. CEO, Martyn Lewis, onto his show to discuss mapping the end-to-end Customer Buying Journey, what we have learned from it and how it can help you in our prospecting and sales efforts.
The Sales Development Podcast is the only audio forum focused and dedicated to helping Sales Development professionals get better at their jobs and push the practice of Sales Development forward. This is a place for practitioners in the trenches getting it done every day, whether they are called SDRs, BDRs, ADR’s or others, its the team charged with creating pipeline out of inbound lead activities and outbound approaches.
This episode is also available on iHeartRadio, Spreaker, BrightTALK, as well as the tenbound website.
Thank you again for having us, David!
Contents
00:58 – David introduces the episode’s guest, Martyn Lewis
01:10 – Martyn Lewis, Market Partners, and How Customers Buy and Why They Don’t
03:55 – Discovering unexpected buyer behaviors and how it changed the sales process
05:58 – What we should be doing differently in this advent of technology
06:38 – A market is a series of buyers that buy in a similar way
08:05 – Buyers’ concerns are what stop them from buying
10:26 – Addressing more than the 10% of your buyers’ concerns
11:28 – Focusing on how we can be of help to the buyer
12:38 – Starting the research on the buyer’s journey
14:46 – Balancing the prospecting and finding out where the buyer is in their journey
17:30 – Gaining power and control
19:44 – Meeting with a buyer? Send in the questions before the call
21:08 – Precision marketing: when you’ve decoded the buyer journey
23:05 – Why buyers would not buy
24:55 – Where to get in touch with Martyn Lewis