In last week’s blog post, we addressed five different ways to improve sales performance. Number five was “Align your processes to your customers’ path.”
Today, let’s discuss this in a bit more detail: what aligning your processes to the customer’s path actually means and why it’s only the beginning of a more customer-centric sales enablement approach, based on the latest data of our 4th Annual Sales Enablement Study.
Customer path alignment begins with a mindset shift and with mapping out your relevant customer’s paths.
The shift is from an inside-out thinking (from products, services and your processes to the outer world) to an outside-in thinking (thinking and working from the customer’s path and the customers’ business problems back to your internal world). Don’t underestimate this shift as it might take a while to change people’s thinking.
Then, it’s about mapping out your customer’s path. Of course, every customer has its own customer’s path. However,
