The Sales & Buyer Alignment Map
A comprehensive framework for aligning sales execution with buyer psychology.
The Golden Rule: Buyer Proof > Seller Activity
The fundamental principle that identifies the Invisible Revenue Leak is simple: your sales stages must reflect the buyer’s confirmed progress, not just your team’s activity.
“If the buyer hasn’t done something, the deal can’t move forward.”
Understanding the Buyer’s Path
The buyer moves through psychological and research stages. Your job is to deliver the right message at the right time.
| Journey Element | Awareness (Pain) | Consideration (Options) | Decision (Selection) |
|---|---|---|---|
| Buyer Thinking | “Our books are a mess. I don’t trust our numbers.” | “Do we need a full-time CFO or a fractional service?” | “Which provider offers the best expertise and price?” |
| Buyer Action | Searching Google for common financial errors or signs they need a CFO. | Attending webinars or downloading comparison guides. | Requesting references or scheduling a final meeting. |
| How We Move Them | Provide a “Financial Health Check” or diagnostic quiz. | Offer a strategy session or a 90-day success plan. | Present a clarity-focused proposal plus client references. |
The Sales Process: Seller Stages & Exit Criteria
Your sales process must respond to where the buyer is, not push them where you want them to be.
1. Lead Qualified
Exit Criteria:
- ICP match confirmed
- Prospect admits a specific clarity bottleneck
- Discovery call booked
2. Discovery Completed
Exit Criteria:
- Problem quantified with metrics
- Decision-maker (CFO role) identified
- Goal/KPI defined (e.g., funding)
3. Strategy Review
Exit Criteria:
- Solution model agreed upon
- 90-day success plan validated
- RFP confirmed (if applicable)
4. Proposal Presented
Exit Criteria:
- Proposal sent (scope + price)
- Legal/finance reviewed terms
- All objections addressed
The Invisible Revenue Leak Audit
Is your pipeline built on buyer proof or seller assumptions?
- [ ] 1. Is every exit criterion a clear yes/no buyer action?
- [ ] 2. Does Stage 1 require an explicit admission of pain?
- [ ] 3. Is the 90-day success plan validated by the buyer?
- [ ] 4. Is the stage owner clearly defined for every step?
- [ ] 5. Does your CRM reflect these exact buyer-proof stages?
Transform Your Draft Into a Revenue Engine
Predictable revenue growth begins with a foundation that most sales organizations never build.
Identify hidden loopholes, eliminate fake forecasts, and configure CRM rules for consistent execution.
