Question
The stages of exploration, evaluation, engagement, and experience enhance a company's sales strategy by guiding the buyer's journey. In the exploration stage, buyers identify a need or opportunity and start looking for solutions, which can be met by the company's product or service. During the evaluation stage, buyers analyze the options they discovered, providing the company an opportunity to stand out with unique selling propositions. In the engagement stage, buyers contact vendors, giving the company a chance to build a relationship and influence the purchasing decision. Finally, in the experience stage, buyers use the product or service and assess its value, which can lead to repeat business and referrals if the experience is positive.
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Explore – in this stream, buyers see "a need or opportunity and begin looking for ways to address it." Evaluate – in this stream, buyers analyze the options they discovered in the "explore" process. Engage – in this stream, buyers contact vendors to move forward in the purchasing decision. Experience – in this stream, buyers use the service/product and assess its value.
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