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10 Ways Sales Can Deliver a Great Buying Experience: The Presentation

In many markets, the sales organization has a huge impact on the what the buyer experiences. Despite this, the vast majority of sales teams spend no time thinking about how to design and deliver a great buying experience. It’s unfortunate because companies that deliver a great experience to the buyer grow 2X as fast as their peers. Turning sales into a function that thinks about designing and delivering an experience isn’t that hard. In a recent presentation, we examined ten ways that sales could deliver a great buying experience.

In summary, sales should do ten things to make sure its delivering great BX:

  1. Understand the importance of the buying experience and what it is
  2. Truly understand the buyer by asking the right BX questions
  3. Map the buying experience from the buyer’s and sales’ perspective
  4. Collect insights and data about the buying experience
  5. Design the complete buying experience across marketing and sales
  6. Design specific sales plays that are truly buyer-responsive
  7. Implement buyer-responsive  plays in the sales organization
  8. Train the sales team on the buyer, BX, and buyer-responsive plays
  9. Measure the buyer’s satisfaction with the experience sales delivers
  10. Continuously optimize the buying experience

About the author:  Scott Albro is the CEO and founder of TOPO. TOPO is a research, advisory, and consulting firm that believes in a really simple, but powerful idea – that the most important thing in business is to deliver a great buying experience. By connecting everything we do back to this core idea, we help sales and marketing organizations exceed their revenue targets. Connect with Scott on Twitter.

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