Buying Cycles vs. Purchasing Paths

Buying Cycles vs. Paths to Purchase I often think about what a ‘buying cycle’ looks like for my customers today. However, today it’s not all about a buying cycle. Buying cycles assume that buyer’s path won’t change. Therefore while there may be timing cycles, equipment age out cycles, growth cycles and so on, I believe, more importantly today, is to know how the buyers “path to purchase” changes. If we understand the changes, of the paths to purchase, we can place road signs directing our customers. Roads signs that build or continue to build trust for our unique solution, service or product. Do you spend more effort in understanding buying cycles or paths to purchase?  You never know, your customers may fly right over.