Buying Process or a Buyer Cycle is the process that a lead has to go through in order to make a purchase. There is no one, right Buying Process as you can break it down to even small steps depending on the specifics of your business but generally, a Buying Process is made of three main stages:
Awareness - During which lead gets to know about your product and often conducts research to get to know more
Evaluation - A lead takes his time to check whether your product is the proper choice for him or his business
Purchase - Final stage during which a lead is ready to buy
Glossary terms starting with the same letterb
BANT Framework is a system created by IBM that lets businesses assess how likely a lead is to become a customer. As the name stands, this framew...
B2C2B stands for Business-to-Consumer-to-Business and is a model of building a relationship to further sell to a bigger target. For example, a c...
Base Salary refers to the amount of payment that both employee and employer have agreed on. The Base Salary is brought up in regards to the depa...
BASHO Email refers to the specific type of email or, more specific, the content of such email that opts to get the positive response from the re...
Bonus in regards to payment is the additional compensation that employees can get for the exception work or service that they provide. Bonuses a...
Business Intelligence (BI) focuses on the internal metrics of the enterprise. Business Intelligence is used to make better market and product de...
Buyer is the individual or the company that purchases a certain product or a service. It is the main duty of Account Executives to turn as many ...
Buying Intent refers to how likely an individual is to purchase a certain product or a service. Buying Intent can be evaluated through analyzing...
B2B (business-to-business) sales refer to a sales model in which companies sell products solely to other business instead of selling them direct...
B2C (business-to-customer) sales refer to a sales model in which companies sell directly to a customer who is the end-user of the product or ser...
The benefit is the value of the product or service that a customer experiences. It is crucial - especially for sales reps and marketers - to dis...
Bad lead is a lead that is very unlikely to become an actual customer and can be a real disaster for sales reps and, overall, your business. Bad...
Bottom of the Funnel (BOFU)
Bottom of the Funnel stands for one of the last steps of the buying process that a leads go through. BOFU is the step in which a lead is very cl...
Buyer Behavior is made of all of the actions and ways that buyer does, considers and takes on his way from searching for a solution to buying th...
Buyer Persona is the representation of your ideal customer based on market research and the features and benefits of your product. Creating Buye...
Buying Criteria is all of the information that a Buyer needs or may need to actually buy your product or service. Buying Criteria answers the mo...
Buying Signal stands for the communication from the prospect that signifies the fact that they are ready to make a purchase. These could be done...