{"id":4620,"date":"2023-05-15T13:41:19","date_gmt":"2023-05-15T13:41:19","guid":{"rendered":"https:\/\/rethinkrevenue.com\/?page_id=4620"},"modified":"2023-06-29T15:36:57","modified_gmt":"2023-06-29T15:36:57","slug":"cusomer-journey-framework","status":"publish","type":"page","link":"https:\/\/rethinkrevenue.com\/cusomer-journey-framework\/","title":{"rendered":"Customer Journey Framework"},"content":{"rendered":"\t\t
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Customer Journey Framework<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Home<\/a><\/span><\/span><\/p>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t

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Customer Journey Framework Fundamentals<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t
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Find Targets<\/h2>

We build a list of people we think we'd like to work with\u2014people with names and faces)\u2014then we start marketing to them.
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Become "Known"<\/h2>

These Targets have never heard of us. We are \u201cUnknown\u201d to them.
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\nMarketing must make Targets aware of our company and move us from \u201cUnknown\u201d to \u201cKnown\u201d to \u201cLiked\u201d in the mind of the Customer\/Buyer.
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Multiple Leads<\/h2>

The ultimate measure of Marketing\u2019s success is how many Leads are delivered to the Sales team.
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\nQuality of Lead is a close second.
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Qualify Leads<\/h2>

The first task of the Sales team is to Qualify Leads \u2013 \u201cAre they a good fit for us? Are we a good fit for them?\u201d.
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\nAfter that, it\u2019s Sales\u2019 responsibility to complete the sales process and close every Opportunity that comes their way.
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Opportunities<\/h2>

Opportunities can be either Won or Lost.
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\nHowever, EVERY Opportunity should be closed.
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\nIt should never fall through the cracks.
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Ultimate Success<\/h2>

The ultimate measure of Sales success is revenue generated.
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Customer's Journey<\/h1>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t
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Target \u2192 Suspect \u2192 Lead \u2192 Prospect \u2192 Client <\/span><\/h2><\/h3>\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t
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\n\t\t\t\t\t\tA CRM record for an individual person, and also someone who is generally in the Customer Journey. Some companies use CRM to track Vendor and Partner Contacts as well; however, when we refer to \u201cContacts\u201d in Zero Point Selling we\u2019re speaking specifically about a person in the Customer Journey.<\/span>\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\tA Contact who is a potential customer. Your company is Unknown to them (they have no idea who you are). Minimum information for marketing to a Target is first name, last name, and location. Use \u201clight touch\u201d marketing to introduce your firm and its value proposition. Try different offers\/value exchanges until the Target completes one value exchange.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\tA Target who through successful marketing has become aware of your company \u2013 you are Known to them - and opted in to receiving additional marketing from you by completing at least one value exchange.\n\nSuspects are NOT ready for a Sales discussion. Keep providing value and offering value exchanges to learn more about their needs while reinforcing your own identity and capabilities in relation to those needs.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\tA Suspect who has expressed explicit interest in exploring a business relationship between your two companies. This is a temporary, short-term state. A Lead should be qualified quickly by a sales person. There are three possible outcomes to Lead Qualification: 1) There is a valid Opportunity. The Lead is promoted to Prospect, an Opportunity is created, and the Opportunity is handed off to the Sales Team to manage. 2) There is not a valid Opportunity at this time but there might be in the future. The Lead is downgraded to Suspect, the reason noted in CRM, and he\/she continues to receive marketing. 3) There is no valid Opportunity and likely never wil l be. The Lead is downgraded to \u201cDo Not Market,\u201d the reason noted in CRM, and the Contact is removed from all Marketing campaigns.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\tA Contact going through your company\u2019s Sales process. A Prospect must have a properly qualified Opportunity attached\/associated to them. At the conclusion of the Sales process, a Prospect either becomes a Client (Opportunity was Closed\/Won, Transaction Completed) or is downgraded to Suspect (Opportunity was Closed\/Lost).\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t

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\n\t\t\t\t\t\tA Contact who has purchased and paid for at least one product or service from your company. There are rare occasions where contracts are signed but for various reasons a transaction is never completed. Because of that, a Prospect remains a Prospect until one transaction is completed and paid for and the Sales person remains responsible for him or her.\t\t\t\t\t<\/p>\n\t\t\t\t\n\t\t\t<\/div>\n\t\t\t\n\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t

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Click for PDF Download<\/figcaption>\n\t\t\t\t\t\t\t\t\t\t<\/figure>\n\t\t\t\t\t\t\t<\/div>\n\t\t\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/div>\n\t\t\t\t\t<\/div>\n\t\t<\/section>\n\t\t\t\t<\/div>\n\t\t","protected":false},"excerpt":{"rendered":"

Customer Journey Framework Fundamentals Find Targets We build a list of people we think we’d like to work with\u2014people with names and faces)\u2014then we start marketing to them. Become "Known" These Targets have never heard of us. We are \u201cUnknown\u201d to them. Marketing must make Targets aware of our company and move us from \u201cUnknown\u201d <\/p>\n","protected":false},"author":4,"featured_media":5324,"parent":0,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":{"_acf_changed":false,"content-type":"","footnotes":""},"acf":[],"yoast_head":"\nCustomer Journey Framework - Rethink Revenue<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/rethinkrevenue.com\/cusomer-journey-framework\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Customer Journey Framework - Rethink Revenue\" \/>\n<meta property=\"og:description\" content=\"Customer Journey Framework Fundamentals Find Targets We build a list of people we think we’d like to work with\u2014people with names and faces)\u2014then we start marketing to them. 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