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Do Your Buyer Personas Need a Facelift?
Sales Benchmark Index
NOVEMBER 29, 2017
Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO
Buyer Persona Related Topics 
Where are your Buyer Personas?
Sales Benchmark Index
MARCH 8, 2014
Here, there and everywhere you’ve heard about buyer personas. Advances in marketing automation makes accurately identifying buyer habits and preferences simple. Those personas are costing you.
New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas
Sales Benchmark Index
AUGUST 20, 2014
The topic was the creation, and use, of buyer personas. Buyer Persona CMO Resources CMO Buyer Segmentation Podcast Mark Synek interviewed Martyn Etherington, CMO of Mitel this week. Go here and spend 30 minutes listening to Martyn’s wisdom.
A Guide to Building Accurate Buyer Personas Using Real Data
Connext Digital
MARCH 26, 2019
In this increasingly customer-centric business landscape, it’s getting more important than ever for companies to tap into their buyers’ mindset. Enter: buyer personas. Buyer personas are one of the most tried and tested ways of getting into your target audience’s psyche.
Your Recipe for Inbound Success
Speaker: Jen Spencer, VP Sales and Marketing, SmartBug Media
Jen will dive in deep how she did this at a fast-growing SaaS company that shows, among many other things, how you can use buyer personas and establish a cadence to ensure that your content is seen at the right stage of the buyer's journey.
Why Your Buyer Personas Are Obsolete
Sales Benchmark Index
FEBRUARY 18, 2013
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.
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How Top Sales Reps use LinkedIn to Create Buyer Personas
Sales Benchmark Index
APRIL 16, 2013
Do you know who your Buyer is? This article discusses how Sales Reps define their Buyer as a Persona. I describe how to use LinkedIn as a source to create these Personas. Then I provide a Persona Builder tool to organize your effort. What are Buyer Personas?
Buyer Personas – Critical Tools for Modern Sales Reps
Sales Benchmark Index
NOVEMBER 9, 2013
Most do not accurately follow the ebb and flow of buyers. Instead, you must account for the fluidity in the buyer’s journey. You can do this by incorporating dynamic personas and buying process maps. These tools help to anticipate buyer trends and keep pace with the buyer.
Create a Buyer Persona-Based Content Marketing Strategy
Sales Benchmark Index
JANUARY 13, 2013
Developing and operationalizing a steady stream of relevant content that engages buyers is the new must-have modern marketing core competency. Core to success is the development of a buyer persona-based content marketing strategy. Why Buyer Personas.
Are Buyer Personas Dead?
The ROI Guy
FEBRUARY 22, 2013
A few articles have appeared recently touting the death of Buyer Personas, which prompted me to ask Jim Ninivaggi, Sales Enablement service lead from SiriusDecisions about whether this was really true. Each persona could potentially initiate the buying journey.
Steps to Creating Buyer Persona Profiles [Infographic]
Zoominfo
AUGUST 13, 2018
We talk about buyer personas a lot on the ZoomInfo blog— for good reason! Marketers use buyer personas to inform every piece of their marketing strategy and ultimately generate more revenue for their respective companies. The Beginner’s Guide to Buyer Personas.
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4 Steps to Create a Buyer Persona Sales Reps Will Use (Template Included)
Sales Hacker
MAY 22, 2019
I’ve seen it time and time again… A company’s marketing team dedicates their already stretched resources to develop strong, accurate buyer personas — but no one actually uses it. What’s a Buyer Persona? Buyer Personas: The Good, The Bad, and the Ugly.
Overcoming Buyer Apathy: Using the Five Buyer Personas to Close More Sales
Miller Heiman Group
APRIL 23, 2019
In most cases, sellers lose deals because they don’t make the right connection with the buyer, leading to buyer apathy, indecision and stalled progress. Often, this happens because sellers have simply taken the wrong approach: one that doesn’t speak to their particular buyer. Fortunately, we’ve done extensive research into how buyers make decisions, which we’ve classified into five personas that you can use to inform your selling strategy and overcome buyer apathy.
Buyer Personas: The Missing Piece of Your SEO Strategy
Zoominfo
AUGUST 6, 2018
In today’s blog post we explain why buyer personas are a critical—but often missing—element of your SEO strategy. What is a buyer persona? Buyer personas are created using quantitative analysis, market research, anecdotal observations, and many other data sources.
4 Reasons Why CMO’s Should Care About Buyer Personas Today
Sales Benchmark Index
AUGUST 31, 2012
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 ). Market to the Right Buyers.
CMO: Did You Get It Right When Creating Personas & Buyer Process Maps?
Sales Benchmark Index
MARCH 10, 2014
Most CMO’s have created Buyer Personas. ” Buyer Personas have to be right. Your company is building products, content and campaigns based on the personas. Best in Class CMO’s go a step further to invest in creating buying process maps.
I don’t need to have buyer personas for my website
Leading Results Rambings
APRIL 14, 2014
Similar to: “I need to reach too many different types of people for buyer personas to work” or “Let’s fix my buyer personas after I get this (fill in the blank) marketing activity done.” ideal customer profile Ideal Client buyer persona
Knowing me, knowing you – The science of understanding buyer personas
Artesian Solutions
JUNE 8, 2018
Knowing me, Knowing you – The science of understanding buyer personas. The key to any successful sales strategy starts with understanding your buyer. They don’t do their research, they don’t harness insight about behaviours and sentiments, and they don’t model buyer preferences.
Pricing-Enhanced Personas, a Sales Leaders Secret Weapon
Sales Benchmark Index
APRIL 4, 2018
If you are a sales leader looking to get ahead of the competition, enhancing your personas with pricing metrics could be your secret weapon. According to a recent study, about 1% of B2B SaaS companies can describe their buyer personas.
Did You Get It Right When Creating Personas?
Sales Benchmark Index
FEBRUARY 16, 2017
Article Marketing Strategy Product Strategy Sales Strategy buyer persona buyer process map persona development
Why the Deal Went Dark
Sales Benchmark Index
MARCH 8, 2017
Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity
The Link Between Pricing and Customer Experience
Sales Benchmark Index
APRIL 22, 2019
Wondering what is the next emerging best practice in Customer Experience? Monetizing service. This is in addition the typical Customer Experience benefits of decreased churn and higher cross-sell/ upsell. Listen to how a sales leader leverages Customer Experience. Stay Ahead of the.
Re-launching Personas at SKO? 3 Tips to Stick the Landing
Sales Benchmark Index
NOVEMBER 29, 2017
Article Sales Strategy b2b sales buyer persona buyer personas enablement enablement plan sales enablement sales enablement organizationThe World’s premier athletes are preparing for the biggest moment of their careers, the Winter Olympics. As your organization’s Sales Enablement leader, you also have a date in early winter top of mind… Sales Kickoff (SKO). You have been preparing for.
Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.
Sales Benchmark Index
MARCH 21, 2017
Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis
Does Your Resource Plan Start at the C-Suite?
Sales Benchmark Index
FEBRUARY 5, 2019
“Strategy is simply resource allocation. When you strip away all the noise, that’s what it comes down to.” ” – Jack Welch. As the CEO, your job is to execute against your corporate strategy. To do this, you must align your resources.
Advocate Marketing: How to Leverage Your Biggest Fans for the Biggest Return
Sales Benchmark Index
AUGUST 4, 2018
Article Marketing Strategy advocates attack August buyer personas campaigns corner customer essential tool kit jason telmos leads less money loyal customer Marketing marketing leads marketing programs money plan of attack project plan Q4 recognize revenue revenue targets reward tool kit
How a New Head of Sales Gets Off to a Fast Start
Sales Benchmark Index
FEBRUARY 20, 2018
Podcast Pricing Strategy Sales Strategy Account Segmentation buyer personas go to market strategy individual sales rep performance conditions pricing strategy roll out sales leader sales strategy sales team svp of sales
Do I Really Need Another Rep?
Sales Benchmark Index
JULY 7, 2018
I need quick growth. My current reps are good, but coverage is unsaturated. . Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My on boarding process takes a.
3 Steps to Understand How Executives Make Purchase Decisions
Sales Benchmark Index
APRIL 2, 2017
Article Marketing Strategy Sales Strategy SBI on Demand b2b buying journey buyer persona buyer research Buyer Segmentation buying decision process executive buyer executive decision making purchase decisions
Walk Alongside Your Buyers: The Right Content at the Right Moment
Sales Benchmark Index
JANUARY 16, 2017
Marketing Strategy Podcast buyer persona buyer process map content marketing content process content pyramid content strategy marketing funnel
Is Your Sales Process Broken?
Sales Benchmark Index
MAY 24, 2014
Sales Process Buyer Personas Sales Operations Strategy sales operations Pipeline Management It’s the monthly Pipeline review call. As the Sales Ops leader, you’re responsible for managing this process.
How to Leverage Field Marketing to Make the Number
Sales Benchmark Index
JULY 27, 2014
Content Marketing Buyer Persona CMO Resources CMO Field Marketing has become a corrupted role. Sales often under-utilizes their capabilities and Marketing doesn’t provide adequate support. By reading this post you’ll recognize if this is happening in your organization.
Grow Enterprise Value with Customer Success
Sales Benchmark Index
APRIL 26, 2018
Our guest on SBI TV is Gaye Gilbert, Executive Vice President of Customer Success at First Advantage. Gaye has already implemented customer success initiative while most companies are just now starting to think about getting started. Anyone in customer success in.
Is it Time to Dump Your Old Sales Process?
Sales Benchmark Index
AUGUST 8, 2014
Sales Process Buyer Personas Sales Leader Director of Sales Resources The sales process is dead. Forever gone into the history of the sales profession. It was great while we had it.
Are Your Reps Focused on the Wrong Opportunities?
Sales Benchmark Index
MAY 17, 2014
Buyer Persona Account Management 2014 planning Sales Manager Sales Manager Resources You’re half way through May. You missed the Q1 number and Q2 isn’t looking too good. You’re worried. And you should be.
SiriusDecisions Summit 2019: Age of the Customer – Why it Matters
Accent Technologies
MAY 15, 2019
Buyers are doing more research than ever before interacting with vendors. Buyer Personas Sales Productivity customer obsessed sdsummit 2019 siriusdecisionsBecome "customer obsessed" or risk getting left behind.
Growth Expectations Too High? How to Increase Your Conversion Rate
Sales Benchmark Index
JULY 9, 2014
Content Marketing Buyer Personas CMO Marketing Resources As head of marketing, you are tasked with helping sales make the number. Sales counts on you for a certain number of qualified opportunities.
B2B is Dead – Long Live B2P
DiscoverOrg Sales
AUGUST 24, 2017
B2B is inherently trapped into the box of corporate safety and bland messaging because B2B buyers are so often associated with risk-aversion. Specifically, the number of buyers involved in a B2B decision is 5-7, far more than the 1 involved in a B2C decision. B2B vs B2C vs B2P.
Never be Outsold Again
Sales Benchmark Index
MARCH 30, 2014
In my last post, we went looking for your personas. One suggested remedy is to conduct insight-driven buyer research. This would improve the quality of your personas and customer engagement. One top method of research is the persona interview.
How to Execute the Sales Leader’s Vision
Sales Benchmark Index
APRIL 21, 2014
buying process Sales Operations Strategy Buyer Persona Buyer Process Map sales operations When a new CSO takes over, he must be fast out of the gate. Chances are there are big visions for the future. It would be nice if this one survived to see the outcome.
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