A comprehensive framework for aligning sales execution with buyer psychology.
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.”
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. |
Your sales process must respond to where the buyer is, not push them where you want them to be.
Exit Criteria:
Exit Criteria:
Exit Criteria:
Exit Criteria:
Is your pipeline built on buyer proof or seller assumptions?
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.