B2B Buying Journey Mapped

to Sales Process Overview

BUYER PROCESS
AWARENESS CONSIDERATION DECISION

Loosening of Commit Exploring Commit to Justify Make

the Status Quo to Change Solutions Solution Decision Decision

Buyer is not yet Buyer is aware Buyer engages Buyer pares Buyer gathers Buyer reviews
aware of need, of need due with seller(s) and down vendors proposals from finalists, selects
or is aware of to compelling determines if and begins a vendors and a vedor, and
potential need event, and there’s a fit with detailed creates a short negotiates a
but feels no commits to requirements. solution review. list of finalists. deal.
rush to change. educating self RFP released (if
on options. applicable).

BUYER ACTION

SELLER ACTION

Seller outreach Brand awareness Seller qualifies Seller outlines Seller presents Seller obtains
to prospect list. and inbound prospect as a solution, works proposal and verbal
campaigns high-level fit to provide value works to make agreement
attract prospect. and identifies and validates finalist list. and contract
their needs fit. Agreement proceeds to
requirements. to proposal is negotiations.
achieved.

First Discovery
Outbound Inbound Negotiation &
Interaction & Solution Proposal
[Cold] Lead [Warm] Lead Close
(Call/Meeting) Presentation

LEAD GENERATION & QUALIFICATION EARLY SALE MID SALE LATE SALE
SELLER PROCESS