Start by Understanding Exactly How Your Customers Buy, and specifically why they don’t.
Market-Partners is committed to promoting better sales and marketing approaches. Through our research we clearly saw the need to start putting the target market’s specific buying journey at the center of all thinking, a concept that we call Outside-In. Our research, showed again and again, the folly of thinking that a customer will buy based upon their knowledge of a new offering and what value it can deliver to them. If that was the case, prospective buyers would have their hands full buying great products every day. We discovered that the buying journey is far more complex than simply understanding that an offering can deliver value to the organization.
The real breakthrough for us happened when we realized that the buying journey can be mapped. Read more here.