{"id":16445,"date":"2023-01-23T15:10:02","date_gmt":"2023-01-23T15:10:02","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16445"},"modified":"2023-02-01T18:55:19","modified_gmt":"2023-02-01T18:55:19","slug":"sales-leaders-buyers-journey","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/sales-leaders-buyers-journey\/","title":{"rendered":"Sales Leaders: How Well Do You Know Your Buyer\u2019s Journey?"},"content":{"rendered":"<div id=\"ez-toc-container\" class=\"ez-toc-v2_0_79_2 counter-hierarchy ez-toc-counter ez-toc-custom ez-toc-container-direction\">\n<div class=\"ez-toc-title-container\">\n<p class=\"ez-toc-title\" style=\"cursor:inherit\">Table of Contents<\/p>\n<span class=\"ez-toc-title-toggle\"><a href=\"#\" class=\"ez-toc-pull-right ez-toc-btn ez-toc-btn-xs ez-toc-btn-default ez-toc-toggle\" aria-label=\"Toggle Table of Content\"><span class=\"ez-toc-js-icon-con\"><span class=\"\"><span class=\"eztoc-hide\" style=\"display:none;\">Toggle<\/span><span class=\"ez-toc-icon-toggle-span\"><svg style=\"fill: #999;color:#999\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" class=\"list-377408\" width=\"20px\" height=\"20px\" viewBox=\"0 0 24 24\" fill=\"none\"><path d=\"M6 6H4v2h2V6zm14 0H8v2h12V6zM4 11h2v2H4v-2zm16 0H8v2h12v-2zM4 16h2v2H4v-2zm16 0H8v2h12v-2z\" fill=\"currentColor\"><\/path><\/svg><svg style=\"fill: #999;color:#999\" class=\"arrow-unsorted-368013\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\" width=\"10px\" height=\"10px\" viewBox=\"0 0 24 24\" version=\"1.2\" baseProfile=\"tiny\"><path d=\"M18.2 9.3l-6.2-6.3-6.2 6.3c-.2.2-.3.4-.3.7s.1.5.3.7c.2.2.4.3.7.3h11c.3 0 .5-.1.7-.3.2-.2.3-.5.3-.7s-.1-.5-.3-.7zM5.8 14.7l6.2 6.3 6.2-6.3c.2-.2.3-.5.3-.7s-.1-.5-.3-.7c-.2-.2-.4-.3-.7-.3h-11c-.3 0-.5.1-.7.3-.2.2-.3.5-.3.7s.1.5.3.7z\"\/><\/svg><\/span><\/span><\/span><\/a><\/span><\/div>\n<nav><ul class='ez-toc-list ez-toc-list-level-1 ' ><li class='ez-toc-page-1 ez-toc-heading-level-3'><a class=\"ez-toc-link ez-toc-heading-1\" href=\"https:\/\/sandler.com\/blog\/sales-leaders-buyers-journey\/#%E2%80%9CThere_are_four_predictable_steps_that_impact_all_major_purchase_decisions_Do_you_know_what_they_are%E2%80%9D_%E2%80%93_David_Mattson\" >\u201cThere are four predictable steps that impact all major purchase decisions. Do you know what they are?\u201d \u2013 David Mattson<\/a><\/li><\/ul><\/nav><\/div>\n<h3><span class=\"ez-toc-section\" id=\"%E2%80%9CThere_are_four_predictable_steps_that_impact_all_major_purchase_decisions_Do_you_know_what_they_are%E2%80%9D_%E2%80%93_David_Mattson\"><\/span><strong>\u201cThere are four predictable steps that impact all major purchase decisions. Do you know what they are?\u201d \u2013 David Mattson<\/strong><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p>&nbsp;<\/p>\n<p>In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President <strong>David Mattson details the modern buyer\u2019s journey<\/strong>.<\/p>\n<p>Mattson explains the predictable steps buyers go through before making a decision to purchase\u2026 then coaches salespeople on the best ways to interact with buyers moving through those stages.<\/p>\n<p>Savvy sales professionals, Mattson points out, are \u201ctactfully proactive\u201d in helping buyers along to the next stage of the journey. They never stop being curious about how the buyer\u2019s journey is unfolding for a given contact. And they continually look for the best ways to become part of that buyer\u2019s journey.<\/p>\n<p>The better we understand our buyer\u2019s journey, the better we will be at identifying the step they&#8217;ve reached at any given point \u2013 and the more effective our sales process will be.<\/p>\n<h4>To read the complete article, <strong><a href=\"https:\/\/www.forbes.com\/sites\/forbesbusinessdevelopmentcouncil\/2022\/09\/08\/sales-leaders-how-well-do-you-know-your-buyers-journey\/?sh=1cd5f8430714\">click here<\/a><\/strong>.<\/h4>\n","protected":false},"excerpt":{"rendered":"<p>\u201cThere are four predictable steps that impact all major purchase decisions. Do you know what they are?\u201d \u2013 David Mattson &nbsp; In an article originally published at Forbes.com for the Forbes Business Development Council, Sandler CEO and President David Mattson details the modern buyer\u2019s journey. Mattson explains the predictable steps buyers go through before making&#8230;<\/p>\n","protected":false},"author":18,"featured_media":16447,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"content-type":"","inline_featured_image":false,"footnotes":""},"categories":[1120],"tags":[1316,1410,1334,1247],"class_list":["post-16445","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-buyer-emotion","tag-customer-journey","tag-decision-making","tag-effective-sales"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Sales Leaders: How Well Do You Know Your Buyer\u2019s Journey? - Sandler<\/title>\n<meta name=\"description\" content=\"The better we understand our buyer\u2019s journey, the better we will be at identifying the step they&#039;ve reached at any given point.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/sandler.com\/blog\/sales-leaders-buyers-journey\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Leaders: How Well Do You Know Your Buyer\u2019s Journey? 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