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In our last blog, we covered how to have productive meetings with your customers. Before that, we discussed the stages of the customer buying process. Understanding the buying process is just part of the activities needed to drive sales. Businesses should also have rigorous, documented selling processes that mirror the customer’s buying process. A clear selling process can help…

In our last post, we introduced the four stages of the customer buying process: awareness, interest, evaluation, and conversion. We also explained that customers don’t typically move through the buying process by themselves. On the contrary, they have to be carefully “nurtured” from one stage to the next. But how can businesses actually do this?…