Understanding The Buyer’s JourneyCapturing and Acting on the Voice of Your Buyers

Feedback (What?) Debrief (Why?) Act (Improve)• Qualitative and quantitative

feedback collected• Uncover risks and opportunities• Discover unmet buyer needs

• Diagnose risks and root causes

• Identify key actions• Identify add-on sales

opportunities

• Resolve risks and mitigate disadvantages

• Leverage opportunities and advantages

• Pursue add-on opportunities

Results • Increasing win rates• Increasing dollar retention rates• Increasing add-on sales• Increasing customer retention

rates