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

Written by Market-Partners Inc.
Posted February 5, 2021
Blog, Interview

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