In trumpet’s recent webinar ‘Why your buyer experience is more important than your sales process’, trumpet CRO Ollie Sharpe shared a simple but often overlooked truth: most sales teams build mutual action plans around their own sales process, not the buyer’s journey. And that’s a problem.
“A lot of teams use their own sales process to define the mutual action plan… ‘I’m going to demo, then I’m going to do this’ – and they’re thinking about the sales stages, rather than what the buyer actually needs.”
It’s a classic case of seller-centric thinking. The MAP ends up being a to-do list for the AE, not a true collaborative plan. What’s missing? The buyer.
Instead of aligning your MAP to your sales stages, Ollie suggests flipping the lens:
“The best ones are those that say, ‘We’re going to meet in two weeks and talk about X. What do you need to do before that meeting? What do you need from me?’”
By focusing on what’s happening between meetings and what’s needed from both sides-you turn a one-sided checklist into a real partnership.
At trumpet, we believe the best MAPs are living, breathing digital spaces that keep both parties accountable, aligned, and on track. They don’t just track progress they build trust and momentum.
If your MAP only reflects your pipeline milestones, you’re missing a huge opportunity to create a better experience for your buyer and a smoother path to closed won.
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