BUYING PROCESS MAPS

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BUYING PROCESS MAPS

What is a BPM?• A Buying Process Map (BPM) is a sales tool that maps the decision

making process used to purchase a product, service or solution.

What does a Buying Process Map Do?• A BPM provides a sales team a blueprint so they can get into deals

early enough to win them

What does it mean to use a Buying Process Map?• The use of a Buying Process Map means that the buyer and seller

are completely aligned resulting in the elimination of blown opportunities.

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Micro Decision

s

Key Buying Actions

3 Components to a BPM:

Buying Phase

BUYING PROCESS MAPS

Buying Phase

Key Buyer Action

Not in the Market

Stimulated Problem Definition

Options Evaluation Preferred Recomm.

Final Approval

Implementation

Observe Market Trends

Track Competitive

Activity

Event Occurs

Problem Surfaces

Problem Studied

Consequences of Problem Identified

Is it worth solving?

Can it be solved?

What Options are available?

Identify & involve

stakeholders

Research possible options

Establish functional

requirements

Draft ROI

Explore promising

options

Narrow down the list of options

Reconfirm functional

requirements

Refine the business

case

Conduct detailed

evaluation of shortlisted

options

Secure stakeholder consensus

about preferred

option

Finalize the business

case

Finalize contractual

and commercial

terms

Check reference

Reconfirm decision

Finalize internal

request to purchase

Submit final proposal to

formal approval process

Implement chosen solution

Achieve expected benefits

Validate decision to

buy