Glossary

A B C D E F G H I J K L M N O P Q R S T U V W

Buyer’s journey

The customers thought process before buying.

The buyer’s journey is the internal process customers go through before buying. It’s useful for understanding what a prospect’s thinking during the lead up to making a purchase. The more you understand where their head is during this “journey,” the easier it is to give them content, questions, and information that’s relevant to them at that moment.

Similar to buyer personas, buyer journey’s are pivotal to your marketing strategy and are used more frequently by your marketing team. Leads in different stages of the buyer’s journey require different lead nurturing strategies and messaging.

However, the buyer’s journey still provides excellent guidance to sales teams trying to figure out how to pitch new prospects.