Sales Process Mirrors Customer Buying Process

The following ‘Knowledge Inflection’ chart from SiriusDecisions shows the sales cycle mapped to the buying cycle.  This illustrates that as the opportunity moves forward, there is a greater volume of more sophisticated information and deeper resource levels required by the buyer.   

This methodolgy is extremely helpful to frame the conversation about the type of information to support sales.  In addition to the stages mentioned below, we recommend adding an ’Extend’ stage as the last step in the sales process, closing is never the end of the process.

Knowledge Inflection to Support the Buying ProcessKnowledge inflection 5