Multiple Phases are involved in the process of Buying. In each phase, your customer is doing something that tells you where they are in their buyer’s journey. These are called Key Buyer Actions.

Developing a Buyer Process Map has four (4) steps.

1. Validating the Buying Phases
2. Defining Key Buyer Actions
3. Identifying Questions Buyer’s Asks in each Stage
4. Recognizing the Exit Criteria

If you can track these information, you can drive the traffic to your sales Pipeline