Understanding Your Customer's Buying Process: Two Day Workshop

Workshop Overview

In order to sell effectively to your prospect, you must understand and support their buying process. This hands-on workshop helps you detail the prospect's buying stages from conceptualization of their through their post-purchase reevaluation.

Interactive exercises will help you investigate the prospect's goals and needs. Lecture discussions will give you implementation ideas. At the end of the workshop, you will have created a comprehensive roadmap of the prospect's buying process and will understand how to support it with your marketing and sales activities.

This two day workshop is designed for:

• Sales and marketing work teams
• Marketing strategists
• Marketing communications managers
• Marketing campaign managers
• Product marketing managers
• Sales strategists
• Sales team managers

Workshop Objectives:

1. To detail a buying process for a selected buyer persona
2. To understand how existing marketing and sales activities support and frustrate that buying process
3. To pinpoint holes in the buying process that need marketing and sales coverage
4. To identify marketing and sales activities that need alignment to better support the buying process
5. To understand how to implement marketing and sales activities that support the buying process

Workshop Prework:

Selection and definition of a buyer persona to use for the workshop activities.

This two day workshop can be combined with the Buyer Persona One Day Workshop.