TSE 1370: Meet Revenue by Understanding the Buyer’s Journey
Christina Mautz, Understand buyers' journey

TSE 1370: Meet Revenue By Understanding the Buyer’s Journey

Christina Mautz, Understand buyers' journeyWhat is the buyer’s journey and how does understanding this concept help you improve your sales? In this episode, Christina Mautz sheds some light on its value. 

Getting to know Christina Mautz

Christina is the chief marketing officer and head of sales at Moz, an SEO platform search engine optimization.  

Know your ideal customers

  • The biggest current problem is the abrupt changes that have happened throughout this year. As a result, we are now in a place where we are having to do things differently. 
  • With so many changes, it’s important to really understand your customer and meet with the people who need what you’re offering. 
  • It’s important to slow down instead of speeding up. Take a step back and assess if you really know who your ideal customers are. 
  • As sales reps, we should be building awareness and driving consideration and interest so the customer is ready to purchase. 

Understand the buyer’s journey

  • Since the introduction of the internet, the buyer’s journey is no longer linear. The ability to connect and talk with other people online has made the information easy to share across channels. People are now trying to find their own solutions. 
  • Sales reps need to understand what the clients and prospects are asking and at which part of the sales journey they’re in. They may still be in the stage where they need help understanding that there is a problem. 
  • Researching gives you insight into the things that your customers are trying to figure out. 
  • In every stage of the journey, the opportunity is in knowing what they need. 
  • Christina recommends mapping their journey as it helps sales reps check where their customers are at any given time. 
  • Think about their journey and develop content for each stage. It doesn’t have to be huge but it has to be effective and it needs to be a  solution that the customer is looking for. 
  • Headline the content with the words that the customers are using and searching for. This is where SEO comes in. 
  • In this time of COVID19, businesses need to put effort into their local SEO especially for businesses with physical store locations, regardless if it’s open or not. You need to get the message out that the business continues to serve its customers and you do that via local SEO. 
  • Do not assume you know what’s best for your customers until you truly have empathy for what it’s like to be in their shoes.  

Meet Revenue By Understanding the Buyer’s Journey” episode resources 

Connect with Christina Mautz on LinkedIn. You can also check out their company website. 

Speak with Donald directly for more sales talks. Reach him via these channels: LinkedIn, Instagram, Twitter, and Facebook about any sales concerns. Try Pipedrive today for FREE! As a TSE listener, PipeDrive is offering you an EXTEND trial beyond the typical 30 days + 25% off your first three months after trial. Try it today at  https://pipedrive.live/tse use your code: pipedrivetse.

This episode is also partly brought to you by Wingman. Wingman uses AI-software to empower remote sales teams with conversation intelligence, actionable insights on successful playbooks, and delivers real-time coaching.

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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

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About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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