who is responsible for mapping the buying process?  a sales consulting firms pov

Who is Responsible for Mapping the Buying Process?

A Sales Consulting Firm’s POV

Website Email Phonewww.salesbenchmarkindex.com info@salesbenchmarkindex.com 1-888-556-7338

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Sales should not be burdened with the task of mapping the buying process for their product or service

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Product Management should deliver

to sales a buying

process map for the

product or service

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Click HERE to check out a blog post for more specifics

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4Reasons Why Product Management Should Map the Buying Process

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#1) It must get done and the sales department is not doing it…

Without a buying process map, you cannot sell effectively. Sales does not have time. Ask Product Management.

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Product Management routinely speaks with suspects, prospects, and customers as part of their job.

They can have a conversation that sales cannot have, resulting in rich buyer intelligence.

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#3

Product Management already has a running head-

start in that they already have

buyer and user personas built.

When Sales are tasked with mapping the buyer process, they do not have that foundation and must build personas from scratch.

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Product Management is organized, as a department, by product. This means that a Product Manager is only concerned with how her target buyer makes a

purchase decision for her product.

Sales, as a department, are not organized by product. Their focus is total revenue across all

products being sold.

Which one makes more sense ?

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Email - info@salesbenchmarkindex.com

Phone - 1-888-556-7338

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