Why Your Buyer Personas Are Obsolete

SBI Growth

Article Marketing Strategy 2019 2020 b2b business business model buyer behaviors buyer journey buyer persona buyer research buying persona current data developing funnel garrett ryan generation lead make the number make your number marketing strategy new market nurture organization persona planning product launches refresh Sales Benchmark Index sales process sales strategy sample buyer persona tool sbi SBI blog tool top articles unfiltered view update upgrade

Do Your Buyer Personas Need a Facelift?

SBI Growth

Article Marketing Strategy buyer persona buyer personas Buyer Segmentation Chief Marketing Officer CMO


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Where are your Buyer Personas?

SBI Growth

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. Sales Process Buyer Personas Sales Operations Strategy Buyer Persona sales operations buyer persona development Field Adoption Knowing these customer attributes is now table stakes.

Blow the Dust off Your Buyer Personas to Win More Deals

SBI Growth

As a sales enablement leader, you had probably developed buyer personas years ago. There was a big announcement and possibly some training sessions, but then everyone forgot about them, and the sales reps almost certainly stopped using them. Slowly but.

Organic Growth Strategy: How to Leverage Market Collateral Around Social Media

Speaker: Akilah Murrell, Sr. Director of Channel Marketing at Channel Maven

Join Akilah Murrell, Senior Director of Channel Marketing at Channel Maven, for this how-to session on engaging your buyer base through social media.

New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas

SBI Growth

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.

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. The new reality is buyers will keep changing – at an accelerated pace. Just when we thought, we have caught up, out comes new technology and processes destined to change buyers forever.

[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer

DiscoverOrg Sales

First, the bad news: Most B2B buyers don’t trust salespeople. These 30 findings from our extensive study tell salespeople exactly what to do to change this dynamic, and how to win back the respect and partnership the B2B sales-buyer relationship needs to be mutually successful. B2B buyers often take issue with salespeople for a host of reasons. This objective study pulls from statistics as well as human psychology, as represented by 230 B2B buyers in a 76-part survey.

Buyer Personas: The Missing Piece of Your SEO Strategy


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? On a basic level, a buyer persona is essentially a fictional representation of the person who is most likely to buy from your company—your ideal customer. Buyer personas are created using quantitative analysis, market research, anecdotal observations, and many other data sources.

A Guide to Building Accurate Buyer Personas Using Real Data

Connext Digital

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. Their effectivity relies heavily on your persona’s accuracy, which is why they should be backed with enhanced data. How to Gather Buyer Persona Data Effectively.

How Top Sales Reps use LinkedIn to Create Buyer Personas

SBI Growth

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 are documented descriptions of the Buyers of your product. Personas outline the objectives, obstacles, and success measures of your target market.

Buyer Personas – Critical Tools for Modern Sales Reps

SBI Growth

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. In this article I cover the value of persona-based selling. To assist you further, download the Persona Builder. Utilizing 3 Common Buying Trends in your Buyer Process Map.

Create a Buyer Persona-Based Content Marketing Strategy

SBI Growth

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. Since creating the first methodology for buyer persona development more than 10 years ago, I have strongly advocated their use in informing strategy. The number of buyer personas needed varies.

FAQs About Developing Buyer Personas


Persona development is becoming increasingly sophisticated as more organizations are make it standard operation procedure. If you’re new to buyer personas or eager to learn more about the development process, check out the Resources section of this guide.

4 Steps to Creating Buyer Personas for a Personalized Sales Approach


As a small business, you probably have specific types of people in mind when you consider your ideal and potential buyers. When you take the time to describe these customers—profiling them on a demographic, firmographic, and psychographic level—that’s called creating buyer personas. . Buyer personas, also known as marketing personas, help businesses visualize their customers. Why create buyer personas? How to create buyer personas.

Buyer Personas: Tips to Make Them Work Better for Your Sales Team

Sales Hacker

Newsflash: buyer personas are useless. Or any of the other buyer personas you so carefully put together? Now that we’ve got your attention, we can come clean: buyer personas aren’t really useless. Your business exists solely to satisfy buyers.

Are Buyer Personas Dead?

The ROI Guy

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. However, when it comes to tuning your marketing messages and sales engagements to specific buyers – this is an absolute requirement, especially as decisions around whether to buy your solution or not have evolved. Each persona could potentially initiate the buying journey.

Are Buyer Personas Sabotaging Your Sales?

Corporate Visions

The post Are Buyer Personas Sabotaging Your Sales? One of the most popular “best practices” in B2B sales and marketing is to create buyer personas. Typical buyer personas include a character sheet full of your prospects’ demographics, challenges, goals, and KPIs. The idea is that if you understand your buyer’s specific position within their organization, you can better focus your message to resonate with them.

How to know whether to use ideal customer profiles or buyer personas


Due to the staggering number of new businesses and potential clients that inhabit the marketplace, companies must know the difference between ideal customer profiles (ICPs) and buyer personas, in order to craft the perfect strategy for using them. Understanding buyer personas.

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 ). The concept of research-based buyer personas gives companies the knowledge and insight to make informed decisions. The popular rise in the term "buyer personas" undoubtedly has spawned many different definitions.

Why You Need Buyer Personas in Today's Sales World

Janek Performance Group

The most efficient way to ensure you are prepared is through buyer personas. In today’s sales environment, you’re increasingly likely to deal with multiple people who partake in the decision-making process. This is especially true for complex B2B sales involving organizations of any significant size. Given those circumstances, you need to understand the motivations, needs, desires, and situations of everyone involved in the buying process.

Engaging the 6 Buyer Personas of the Virtual Healthcare Sale


In recent years, sales professionals have faced an increasingly complex selling environment. Much of this complexity is due to the challenge of addressing the numerous stakeholders involved in the buying decision.

Buyer Personas Are Not The Same, Even For The Same Persona!

Partners in Excellence

Developing rich buyer personas is critical to helping us identify the key people and roles we need to be working with, what they do/how they are measured, the problems they face and so on. These personas are critical as we look at how we engage them with relevance.

CMO: Did You Get It Right When Creating Personas & Buyer Process Maps?

SBI Growth

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. buying process Buyer Personas Buyer Persona CMO Buyer Process Map Marketing Resources buyer persona development Best in Class CMO’s go a step further to invest in creating buying process maps.

Best Tactics to Refine Your B2B Buyer Personas


In response, companies must create B2B buyer personas to discover who their customers are and what matters to them. As you begin to understand your audience and familiarize yourself with their personas, you’re able to craft targeted content that keeps them engaged.

Getting B2B Buyer Personas Right: 9 Mistakes to Avoid


Identifying and Understanding B2B Customers Requires Buyer Personas. Buyer personas are essentially profiles of the different types of customers you have. Taking it a layer deeper, B2B buyer personas typically outline things like: Job title and level.

Re-launching Personas at SKO? 3 Tips to Stick the Landing

SBI Growth

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.

Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

SBI Growth

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.

Overcoming Buyer Apathy: Using the Five Buyer Personas to Close More Sales

Miller Heiman Group

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.

I don’t need to have buyer personas for my website

Leading Results Rambings

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

Did You Get It Right When Creating Personas?

SBI Growth

Article Marketing Strategy Product Strategy Sales Strategy buyer persona buyer process map persona development

Knowing me, knowing you – The science of understanding buyer personas

Artesian Solutions

Knowing me, Knowing you – The science of understanding buyer personas. The key to any successful sales strategy starts with understanding your buyer. B2B selling in 2018 is as much about building insight into the personality of your buyer as it is about insight into their business/market. Once you understand “who” your buyer is, you will be in a much better position to interact with them, address the issues they face, and build solid relationships.

Why the Deal Went Dark

SBI Growth

Article Marketing Strategy Sales Strategy SBI on Demand buyer personas buyer process maps deal went dark sales sales opportunity

Partner Enablement – the Key to a Successful Indirect Go-to-Market Strategy

SBI Growth

Article Go-To-Market Strategy Sales Strategy 2019 b2b business buyer personas company customer support G2M Go-To-Market GTM ICP ideal customer profile Lead Generation make the number make your number organization partner partner enablement Patrick Hulse product lifecycle product training revenue revenue growth sales enablement sales strategy sbi SBI blog selling proposition The Studio top articlesWhy Are Your Partners Producing Far Less Than Expected?

TSE 281: The Power Of A Buyer Persona

Sales Evangelist

If you’re thinking about scaling your business or you want to target a market full of buyers, well, you’ve got to think about developing a buyer persona first. We hear a lot of people talk about buyer personas, avatars, and whatnot. But […] The post TSE 281: The Power Of A Buyer Persona appeared first on The Sales Evangelist. We hear a lot of people talk about buyer personas, avatars, and whatnot.

Defining Your Target Customers Through a B2B Buyer Persona


With every beep , tweet , and ding , infinite amounts of information are harassing consumers, giving them the power and accessibility to educate themselves and take control of their buyer’s journey. Sugar Market—Helping Marketers Define Accurate Buyer Personas.

Are You Alienating Your Buyers? A Touchpoint Analysis Will Tell You.

SBI Growth

Article Marketing Strategy buyer behavior buyer personas buyer preferences buyer process buyer process map touch-point analysis touchpoint analysis

3 Steps to Understand How Executives Make Purchase Decisions

SBI Growth

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

How a New Head of Sales Gets Off to a Fast Start

SBI Growth

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 salesJoining us for today’s show is Jennifer Bakunas, the Senior Vice President of Americas Sales for Monotype. Jennifer has a wealth of experience, from spinning up successful start-ups to running enterprise sales teams. She took over the sales leadership role.

Steps to Creating Buyer Persona Profiles [Infographic]


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. But buyer personas only work if they’re accurate and include the right kinds of information. 93% of companies who exceed lead and revenue goals report segmenting their database by persona.