The 8 Stages of the Buyer's Journey - Hannah Ajikawo

Описание: Hannah Ajikawo explains the 8 stages of a buyer's journey, and points out where we need to enhance training to effectively support some of the more neglected stages of this journey.

#salesenablement #salestraining #enableminutes #b2bsales #sales #selling #marketing #shorts

Transcript:
 My journey for me is the eight stages of what we typically class as a marketing funnel. So what that is, is you have awareness, consideration, decision, purchase, adoption, renewal, expansion, and advocacy. You have these phases that a buyer will go through from completely unaware through to, oh my gosh, I'm a raving sign of Allego. Let me go tell everybody to use it. Historically, what we've done is we've invested a ton of money and resources in salespeople closing when we know how our companies are valued and how we sustain and keep the lights on is our existing customers.

And customer success, sometimes account management, pre-sales engineers, they don't get trained on anything. And they spend most of their time supporting buyers through that really critical stage, which is where we start to increase their lifetime value. So when I think about the trends, and what I'm really bullish on is doing everything in our power to make sure that the broader revenue teams can do everything to support buyers and serve them where they are in their buying journey. And the most critical piece of that is making sure that we know how to work out where the hell they are.