The document provides resources for two blog posts about understanding customers' buying journeys and overcoming challenges in product launches. It also includes a buyer process map that outlines the typical phases a buyer goes through - from initial problem awareness to implementation of a solution. The phases are not currently in the market, disease awareness, problem definition, explore options, evaluation, finalize recommendation, final approval, and implementation. For each phase, it lists key buyer actions, exit criteria, and questions the buyer may ask.

1. Blog Post Resources:

2. http://www.salesbenchmarkindex.com/bid/93934/How-to-Spot-Where-Your-Customer-is-on-Their-Buyer-s-Journey
http://www.salesbenchmarkindex.com/bid/96936/The-1-Killer-of-2013-Product-Launches-and-how-to-beat-it

3. uyer-s-Journey

4. Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Not in the Market
Phase Exit Criteria
Buyer Process Map
Observe Market Trends
Key Buyer Actions
Track Competative Activity

5. Questions Buyer Asks
Not in the Market

6. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Key Buyer Actions
Event Occurs
Disease Awareness
Event #1
Event #2
Event #3
Problem
#1
Problem
#2Problem Surfaces
Problem
#3
Phase Exit Criteria
Consequences of Problem Identified
Consider Alternatives for Solving the Problem

7. Questions Buyer Asks
Disease Awareness

8. Buyer Process Map
Collaborative Buying
Process
Buying Phase
Actions & Questions Buyer Action
Buyer Doing
(Y/N)?
Phase Exit Criteria
Key Buyer Actions
Identify & Involve
Stakeholders
Problem Definition
Establish Functional
Requirements

9. Questions Buyer Asks
Problem Definition

10. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer Doing
(Y/N)?
Phase Exit Criteria
Confirm Functional
Requirements
Explore Options
Narrow Down List of
Options
Key Buyer Actions
Explore Promising
Options

11. Questions Buyer Asks
Explore Options

12. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Evaluation
Secure Stakeholder Consensus
Conduct Detailed Evaluation of
Options
Phase Exit Criteria
Finalize Business Case
Key Buyer Actions

13. Questions Buyer Asks
Evaluation

14. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Finalize Recommendation
Check References
Finalize Contractual &
Business Terms
Key Buyer Actions
Phase Exit Criteria
Reconfirm Decision
Finalize Internal Request
to Purchase

15. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Final Approval
Submit Final
Proposal to Formal
Approval Process
Key Buyer Actions
Phase Exit Criteria

16. Buyer Process Map
Buying Phase
Actions & Questions Buyer Action
Buyer
Doing
(Y/N)?
Questions Buyer Asks
Key Buyer Actions
Implementation
Phase Exit Criteria
Validate Decision to
Buy
Implement Chosen
Solution
Achieve Expected
Benefits