In this episode, Casper and Jen discuss the importance of understanding and simplifying the buyer journey from lead to won customer. We cover ways to break down silos with Sales in order to map out the buyer journey, helping to identify leaks and opportunities for reactivation. We'll also discuss how implementing a proactive approach with Sales (as opposed to a responsive approach) can help remove obstacles and get more "yups" rather than "waits" from prospects.

The Harvard Business Review study Jen mentions can be found here: https://hbr.org/2017/03/the-new-sales-imperative

Episode ID: 1000530274233

GUID: 8ca6013d-8fc7-473f-8b68-f75016218d89

Release Date: 28/07/2021, 12:40:38