It's possible you're leaving an important first step out of your sales process, risking the effectiveness of everything that comes after it. It's checking where your buyer is on the customer journey. In this episode of INSIDE Inside Sales, Darryl welcomes John Richardson, Founder and CEO at ExP. Cracking this topic open in a podcast-first, they talk the journey stages, how to identify them, how and what to adapt based on the stage, and why this such an important way to deepen your understanding of your customer beyond their persona. 🔗 LINKS Connect with John on https://www.linkedin.com/in/johnrichardson11/ (LinkedIn) or at the https://www.exp-recruitment.com (ExP website). Connect with https://www.linkedin.com/in/darrylpraill/ (Darryl) on LinkedIn. 🧑‍🤝‍🧑 IIS PARTNERS Are you in sales, but you're not using a sales engagement tool? Then you're probably losing out on revenue because you are not engaging with prospects at the right time, with the right cadence, and with enough persistency. You need http://www.vanillasoft.com/ (VanillaSoft). INSIDE Inside Sales is now a member of the Sales IQ Network. Find out more about what Sales IQ can do to fuel the fire of your career by checking out our https://www.salesiqglobal.com/courses/create-pipeline (Create Pipeline Course).