{"id":16463,"date":"2023-02-03T17:21:59","date_gmt":"2023-02-03T17:21:59","guid":{"rendered":"https:\/\/www.sandler.com\/?p=16463"},"modified":"2023-02-03T17:21:59","modified_gmt":"2023-02-03T17:21:59","slug":"know-buyers-journey","status":"publish","type":"post","link":"https:\/\/sandler.com\/blog\/know-buyers-journey\/","title":{"rendered":"How Well Do You Know Your Buyer&#8217;s 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\/know-buyers-journey\/#%E2%80%9CThere_are_four_predictable_steps_that_impact_all_major_purchase_decisions_Do_you_know_what_they_are%E2%80%9D\" >&#8220;There are four predictable steps that impact all major purchase decisions. Do you know what they are?&#8221;<\/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\"><\/span><span data-preserver-spaces=\"true\">&#8220;There are four predictable steps that impact all major purchase decisions. Do you know what they are?&#8221;<\/span><span class=\"ez-toc-section-end\"><\/span><\/h3>\n<p><span data-preserver-spaces=\"true\">Sandler CEO and President David Mattson details the modern buyer&#8217;s journey in an article published originally on the\u00a0<\/span><a class=\"editor-rtfLink\" href=\"https:\/\/www.forbes.com\/sites\/forbesbusinessdevelopmentcouncil\/2022\/09\/08\/sales-leaders-how-well-do-you-know-your-buyers-journey\/?sh=1cd5f8430714\" target=\"_blank\" rel=\"noopener\"><span data-preserver-spaces=\"true\">Forbes<\/span><\/a><span data-preserver-spaces=\"true\">\u00a0website. Mattson, a Forbes Business Development Council member, explains the predictable steps buyers go through before deciding to purchase. He also shares the best ways for salespeople to interact with buyers as they move through the stages of the buyer journey.\u00a0<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">Savvy sales professionals, according to Mattson, never stop being curious about how the buyer&#8217;s journey is unfolding for a given contact. &#8220;They continually look for the best ways to become part of that buyer&#8217;s journey,&#8221; he points out.\u00a0<\/span><\/p>\n<p><span data-preserver-spaces=\"true\">According to Mattson, understanding our buyer&#8217;s journey and customizing our messaging (both personal and organizational) to match each stage of that journey is critical for success. &#8220;The better we understand our buyer&#8217;s journey,&#8221; he writes, &#8220;the better we will be at identifying the step they&#8217;ve reached at any given point to deliver an effective sales process.&#8221;<\/span><\/p>\n<p><strong>To read the complete article,\u00a0<a class=\"editor-rtfLink\" href=\"https:\/\/www.forbes.com\/sites\/forbesbusinessdevelopmentcouncil\/2022\/09\/08\/sales-leaders-how-well-do-you-know-your-buyers-journey\/?sh=1cd5f8430714\" target=\"_blank\" rel=\"noopener\">click here<\/a>.\u00a0<\/strong><\/p>\n<p><span data-preserver-spaces=\"true\">To learn more from Sandler about aligning your sales process with your target buyer&#8217;s journey,\u00a0<\/span><a class=\"editor-rtfLink\" href=\"https:\/\/events.sandler.com\/summit2023\" target=\"_blank\" rel=\"noopener\"><span data-preserver-spaces=\"true\"><strong>register for the 2023 Sandler Summit<\/strong><\/span><\/a><span data-preserver-spaces=\"true\">.<\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>&#8220;There are four predictable steps that impact all major purchase decisions. Do you know what they are?&#8221; Sandler CEO and President David Mattson details the modern buyer&#8217;s journey in an article published originally on the\u00a0Forbes\u00a0website. Mattson, a Forbes Business Development Council member, explains the predictable steps buyers go through before deciding to purchase. He also&#8230;<\/p>\n","protected":false},"author":15,"featured_media":16464,"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":[1316,1410,1105,1225,1138],"class_list":["post-16463","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-blog","tag-buyer-emotion","tag-customer-journey","tag-sales-process","tag-sales-process-development","tag-sandler-summit"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.6 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How Well Do You Know Your Buyer&#039;s Journey? - Sandler<\/title>\n<meta name=\"description\" content=\"Sandler CEO and President David Mattson details the modern buyer&#039;s journey in an article published originally on the\u00a0Forbes\u00a0website.\" \/>\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\/know-buyers-journey\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"How Well Do You Know Your Buyer&#039;s Journey? 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