Map every touchpoint from initial awareness to repeat purchase, creating seamless experiences that guide prospects toward conversion.
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A customer journey is the complete story of how a person first hears about your company, decides you might solve a problem, buys, uses the service, renews or leaves and perhaps recommends you to someone else. It is not a marketing funnel diagram or a sales pipeline report; those are subsets of the journey viewed from inside the business. The journey belongs to the customer.
Imagine a prospect called Leah. She is browsing LinkedIn, sees a post about reducing SaaS churn, clicks through to a guide, joins a webinar, books a discovery call, signs the proposal, onboards her team, and nine months later upgrades for extra seats. Every step Leah takes, every worry she feels, every question she asks that sequence is her customer journey. A good growth team documents those steps, measures how many Leah-like people move forward, and improves anything that slows them down or erodes trust.
A practical way to frame each step is the Jobs-to-Be-Done model. At every stage Leah is “hiring” something to make progress: hiring the LinkedIn post to spark an idea, hiring the webinar to learn tactics, hiring your product to solve churn. Mapping these jobs clarifies which content, offer or feature will move her to the next step.
Customer journeys matter because no single touchpoint converts prospects conversion emerges from accumulated positive experiences across multiple interactions. Understanding typical journeys lets you identify gaps ("prospects consistently leave after pricing page visits") and optimise high-impact moments ("demo attendees convert at 40%, so maximising demo bookings drives revenue"). In B2B especially, where sales cycles span months and involve 6-10 stakeholders, journey mapping reveals the invisible work happening between visible touchpoints the internal meetings, budget approvals, and competitor evaluations that determine outcomes. This visibility lets you provide helpful content at critical moments rather than hoping prospects figure things out alone. Organisations that map journeys discover surprising patterns: perhaps 80% of customers engage with case studies before buying, suggesting you should gate them behind email capture to identify in-market prospects. Or perhaps prospects who start with bottom-of-funnel pages (pricing, comparison) convert faster than those entering through blog content, indicating paid search targeting should emphasise commercial intent keywords. Without journey maps, you optimise isolated touchpoints whilst missing how they interconnect.
Talk to five to ten customers at different stages. Ask what triggered their search, why they nearly walked away, what delighted or disappointed them after signing. Cross-check interviews with CRM notes, support tickets and onboarding surveys. The goal is a rough list of stages, emotional highs and lows, and repeated questions.
Most B2B journeys follow seven macro-steps:
Label each stage with the primary job Leah wants done, for example “prove ROI to her CFO” during Evaluation or “get first team members live” during Onboarding.
Under each stage list interactions: LinkedIn post, case-study PDF, demo call, kickoff deck, quarterly business review. Assign a department owner to every touch-point so gaps have a name next to them. Use heading four sub-sections when you document internally for Webflow, a simple bullet hierarchy keeps the map readable.
Pick a volume metric (how many prospects reach the stage) and a health metric (quality or speed). Example: Evaluation volume = demos booked; health = trial-to-paid conversion percentage. Metrics keep the journey from becoming a decorative poster.
Calculate current conversion and cycle time between stages. The stage with the lowest relative conversion or the longest delay is the present constraint fix it first. This mirrors the bottleneck logic from The Goal: optimise the slowest machine before speeding anything else.
If Onboarding is slow, recall the job “get first team members live.” Experiments might include a guided setup wizard, a kickoff checklist, or a success metrics dashboard. Run A-B tests where traffic volume allows; elsewhere use qualitative feedback loops. Measure against the stage metrics defined earlier.
Store the journey in a shared doc or whiteboard tool. Review quarterly, adding new objections, removing dead touch-points and updating metrics. Link every new campaign brief to the stage it serves so creators know the customer context.
Your ads drive plenty of demo bookings, yet only forty per cent turn into sales-accepted opportunities. Journey interviews reveal prospects expect pre-call pricing; you add a transparent pricing calculator. Opportunity conversion climbs and sales stops complaining about lead quality.
An ABM campaign wins meetings but proposals stall in legal. Mapping the journey uncovers a missing security questionnaire early on. Supplying that document immediately after discovery removes a week of back-and-forth, shrinking sales cycle length and boosting close rate.
Website traffic grows month on month, but newsletter sign-ups lag. Journey mapping shows visitors struggle to understand whether the blog applies to enterprise or SME firms. You add an industry-specific lead magnet and segment sign-up forms. Email list growth accelerates without extra traffic spend.
A customer journey map is the clearest lens through which to view growth: every stage labelled with the job prospects hire you to do, every touch-point owned and measured. Marketers who skip this step stay busy but not effective; those who embrace it turn customer insight into campaigns, content and onboarding that compound revenue. Begin with interviews, chart seven stages, link each to metrics, fix the weakest link, and repeat. A customer-centric growth engine is less about clever hacks and more about persistent empathy turned into measurable improvement.
Your website, email flows, and remarketing all work together like a mousetrap. Build clear landing pages that convert, automation that nurtures leads, and a machine that drives discovery calls without you chasing people. Stop leaking leads halfway through.
Most customer research produces vague observations that sit in slides nobody reads. Proper research uncovers specific pain points, validates assumptions, and reveals what actually drives buying decisions. Learn to run research that produces actionable insights, not just interesting quotes.
Most B2B websites confuse visitors instead of guiding them. Clear structure helps buyers self-educate, compare solutions, and decide to engage. Build pages that answer questions, establish credibility, and make taking the next step obvious.
Your best leads go cold because you're not in their inbox when they're ready to buy. Nurture sequences solve the timing problem. Stay top of mind with automated follow-up that delivers value, handles objections, and keeps momentum alive between meetings, proposals, and decisions.
Capture mechanisms turn anonymous traffic into known leads you can follow up with. Make it easy for prospects to signal interest at any moment in their journey without creating friction or annoying people.
Russel Brunson
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Translate funnel templates into clean journeys. Focus on offers, sequences and pages that convert instead of tactics that age badly.
Design pipeline stages that match your actual sales process, not generic templates. Make forecasting and reporting reflect reality.
Define stages that match buyer actions, configure CRM pipeline architecture, and set qualification criteria that keep forecasting honest always.
Structure your pricing, deliverables, and guarantee into a compelling proposition that makes buying decisions easier and more confident.
Match your messaging to prospects' current awareness level from problem-unaware to solution-aware to speak directly to their mental state.
Build professional reputation through consistent content and engagement to attract opportunities and establish trust before commercial conversations begin.
Display evidence that others trust and use your solution to overcome scepticism and reassure prospects they're making a safe choice by buying.
Execute personalised, multi-touch campaigns at scale through software that triggers messages based on prospect behaviour and characteristics.
Craft clear, compelling prompts that drive specific user actions across platforms, from clicking through to converting.
Track what percentage of recipients open emails to evaluate subject line effectiveness and list engagement rather than sending to unengaged subscribers who hurt deliverability.
Ensure websites display and function properly on all devices to avoid losing mobile traffic that bounces from broken layouts or tiny unclickable buttons.
Understand the underlying progress customers try to make by hiring products to uncover motivations that drive purchases beyond surface-level features.
Design the prominent first section of pages to communicate value immediately and guide visitors toward conversion without requiring them to scroll or search.
Plan content publication in advance to maintain consistency, balance topics, and coordinate promotion rather than scrambling to create content reactively.
Conduct structured conversations with customers to uncover problems, motivations, and decision processes that surveys and analytics can't reveal.
Measure what percentage of email recipients click links to assess content relevance and call-to-action effectiveness beyond whether people merely opened messages.
Share original insights and expertise publicly to build authority and attract customers who value your perspective before they need your solution.
Display security badges, guarantees, and credentials to reduce purchase anxiety and prove legitimacy on pages where visitors make buying decisions.
Optimise how quickly pages load to reduce bounce rates and improve rankings since slow sites frustrate users and get penalised by search algorithms.
Watch real users attempt tasks with your product to identify friction points that analytics alone can't reveal and prioritise improvements that remove blockers.
Map every touchpoint from initial awareness to repeat purchase, creating seamless experiences that guide prospects toward conversion.
Visualise user behaviour through colour-coded overlays showing clicks, scrolls, and mouse movement, exposing hidden friction points.
Regularly remove inactive and invalid email addresses to maintain deliverability and focus effort on engaged subscribers who actually read your content.