How to do great buyer discovery at every step of your sales process

Quoted on this wiki

Every place a page here uses this source, in the order the words come in it.

1. Value props, pain points, etc. can easily shift throughout the buying process, and you need to make sure what you last heard is still resonating across their team. “Do account mapping & persona mapping” Be proactive when you have a new opportunity by understanding and mapping out all the players who might be involved (account mapping).

   In Account-contact mapping

2. Be proactive when you have a new opportunity by understanding and mapping out all the players who might be involved (account mapping). “Confirm with your champion and learn about their internal buying process.” On an individual stakeholder level, persona mapping is key to understanding your buyer’s world. Which types of users / use cases do you have in the opp? What are their typical day-to-day challenges and pain points?

   In Stakeholder and champion discovery

3. At the beginning of each call with your buyer, quickly repeat what you heard them say on the last call, and ask them to confirm whether it’s still true or if anything needs to be changed. “Value props, pain points, etc. can easily shift throughout the buying process, and you need to make sure what you last heard is still resonating across their team.” Do account mapping & persona mapping

   In Value proposition testing