The Evaluation Phase is the phase in the sales funnel where customers make final decisions about whether they plan to make a purchasing decision. In ABM marketing, this the time where the sales team works closely with key decision makers to guide the purchasing process and close the sale.
Running across the finish line of a marathon.
During the evaluation phase of the sales cycle, it's important to nurture key contacts to drive faster decision making. This can be done a number of ways.
Common tactics that can be used during the evaluation phase to nurture your contacts, include:
During the evaluation process, key stakeholders and decision-makers go through a series of stages that ultimately lead to a decision. These stages are:
In this chapter, we predict trends for 2020 based on our analysis of the global adoption of APM.