Marketing owns awareness through enquiry. Sales owns enquiry through close. Delivery owns everything after. Each part is managed competently, and the buyer experiences the seams.
The seams are where information is lost. What a buyer said they were worried about during the sale rarely reaches the person delivering. The delivery team then rediscovers it, or does not, and the client repeats themselves to someone who should already have known.
Where objections actually form
Treating the journey as one object changes where objections get answered. In a handover model, an objection is answered when someone raises it, which means late and under pressure. Mapped as a single route, most objections turn out to form at a predictable point, often before any contact, and can be answered there instead.
An objection answered before it is voiced does not read as handling. It reads as the business having thought about the question already, which is a different and better impression.
The part after delivery
Referral and reactivation are usually described as outcomes of doing good work. They behave much more like motions with their own triggers and timing. A firm that can name what happens after delivery that produces a referral can do it deliberately. A firm that cannot is waiting.