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Why Your Buyer Personas Are Obsolete

SBI Growth

We have seen a tremendous rise in the interest and use of buyer personas since 2002. The year I first introduced the methodology for creating buyer personas specifically for marketing and sales. It will serve no purpose to rehash how much buyers have changed since then. Your Buyer’s Behaviors Have Changed.

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PowerViews with Tony Zambito: Buyer Predictability

Pointclear

In 2002, Tony established the first buyer persona research methodology designed specifically for B2B marketing and sales. This innovation helps leading companies gain better understanding of their buyers, leading to improved lead generation and revenue performance. Understand the Buyer''s Backstory. Study Lead Behavior.

Buyer 189
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The Best Sales Book, That Isn’t a Sales Book

A Sales Guy

S**t, when it was written in 2002, LinkedIn wasn’t a thing, there was no “social” selling, and your sales stack was the yellow-pages. Remember, he published the book in 2002, 6 years before the Great Recession. How is that a book on execution has become my favorite sales book? So what makes execution a sales book?

Intent 166
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4 Reasons Why CMO’s Should Care About Buyer Personas Today

SBI Growth

Understanding exactly how buyers are behaving and thinking is becoming more of a premium for achieving success in marketing today. To learn more about how buyers are changing and how this affects demand generation, see the CMO's Guide To Stimulating Demand ). Hundreds, if not thousands of CMO’s across the globe make similar comments.

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6 Ways to Generate Urgency in B2B Sales

Janek Performance Group

Most buyers cannot afford to be impulsive. But as trusted advisors, B2B sellers can still generate urgency to help skeptical buyers help themselves. Buyers may think falling short of goals is suboptimal, but not catastrophic. Every buyer has something that gives pause. Of course, all buyers assess needs differently.

B2B 62
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Sales Tips: Stop Spouting Features Buyers Don't Need

Customer Centric Selling

Sales Tips: Stop Spouting Features Your Buyers Don't Need. The most significant mistake I made when starting my Sales career was to believe my job was educating buyers about offerings. One of the biggest challenges was determining which features were relevant to buyers I was calling on. Need some help to increase sales?

Buyer 40
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An ‘A’ Player’s Rise and Fall

SBI Growth

You will see the skills you need in a rapidly changing buyer environment. Dave worked for Paul from 2002-2008. Buyers have shifted. He explained to Dave that in the last 2 years, the informed buyer has changed the game. You will learn if you possess the relevant skills of an “A” player sales leader. The Situation.

Promotion 246