Examine the product life cycle diagram below



Instructions:

Using the template, create a buying cycle for your product.

1. Name the major stages in the cycle

2. Estimate the average time frame for each stage

3. Identify the “choke points” in the buying cycle

4. Identify the most critical marketing tactics at each stage

5. Mark the three top priority tactics to develop for the Sales team

|Name of Stage | | | | | |

|Avg. Time Frame | | | | | |

|“Choke Point(s)” | | | | | |

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|Key Tactic(s) | | | | | |

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Here is an example of tactics that can be used at each stage of a medium buying cycle

This template is a good starting point for discussions with marketing and sales. The stars show where Sales is likely to find a choke point, or a slowdown, in the sales process. You discover these by interviewing Salespeople, and/or participating in sales calls yourself.

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