What is the Customer Journey?
Each prospect or customer (as a consumer, or in business context) will go through several phases before he or she makes a choice for one or another offer, and decides to make the decision to order.
Much research has been done about buying intentions. Based on these results, Computer Profile developed the “Buying Cycle”: a model which describes the different steps that the customer takes (the inner circle in the diagram) before making the decision to buy. Therefore, this is the perfect instrument to plan relevant lead nurturing on the side of the sales person (the outer circle). Knowing where your customers is in the Buying Cycle, brings many advantages.
It is important to realize that the customer consists of different DMU’s Decision Making Units) or individual contacts within the organization. In the “Seller-Circle”, Marketing will most likely lead the initial phases, after this Sales will take over the lead in the requirements or solution stage. Having accurate and up-to-date information on projects, DMU’s and contacts of the customer is essential for a successful process, positive sales results and happy customers.