The Buyer’s Journey is the process that a buyer (corporate or consumers) goes through to become aware of, evaluate, and purchase a new product or service. It consists of three stages:
a. Awareness – Realizing a need or pain to be solved
b. Consideration – Researching options and gathering information
c. Decision – Deciding to purchase (or not) and from were
Sales reps commonly make the mistake of focusing too much on their sales process and not enough on where the buyer is in their journey.