Where are your Buyer Personas?

Sales Benchmark Index

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.

Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

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

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New Podcast: Mitel CMO Martyn Etherington Discusses Leveraging Buyer Personas

Sales Benchmark Index

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

Sales Benchmark Index

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.

How Top Sales Reps use LinkedIn to Create Buyer Personas

Sales Benchmark Index

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?

Why the Deal Went Dark

Sales Benchmark Index

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

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

Sales Benchmark Index

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.

3 Steps to Understand How Executives Make Purchase Decisions

Sales Benchmark Index

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

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

Sales Benchmark Index

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.

How building a Buyer Persona from our CRM data skyrocketed our sales

OnePageCRM

“Patching together actionable information about your customers with gut feelings, good intentions and some duct tape is not a recipe for conversion success… The problem with many personas is that they are either based on irrelevant data, poorly sourced data, or no data at all.”. If the answers to these questions aren’t at the top of mind, it’s time to re-evaluate your company’s buyer persona. What is a Buyer Persona? Why are customer personas important?

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

Sales Benchmark Index

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

Is it Time to Dump Your Old Sales Process?

Sales Benchmark Index

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.

How to Leverage Field Marketing to Make the Number

Sales Benchmark Index

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.

Walk Alongside Your Buyers: The Right Content at the Right Moment

Sales Benchmark Index

Marketing Strategy Podcast buyer persona buyer process map content marketing content process content pyramid content strategy marketing funnel

Buyer 38

Is Your Sales Process Broken?

Sales Benchmark Index

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.

Are Your Reps Focused on the Wrong Opportunities?

Sales Benchmark Index

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.

Growth Expectations Too High? How to Increase Your Conversion Rate

Sales Benchmark Index

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.

Never be Outsold Again

Sales Benchmark Index

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

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.

Did You Get It Right When Creating Personas?

Sales Benchmark Index

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

Sales 20

B2B is Dead – Long Live B2P

DiscoverOrg Sales

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.

B2B 36

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

Sales Benchmark Index

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.

How to Meet With C-Level Executives (And Not Completely Blow It)

Hubspot Sales

Use this quick introduction to tie your goals to theirs: “Hi [buyer], [your name] from [company] here. The typical executive buyer doesn’t want to shoot the breeze beforehand: They want to dive into the real agenda as quickly as possible. Some reps get nervous around executive buyers.

Don’t Let Poor Product Marketing Ruin Your Win Rate and Deal Size

Sales Benchmark Index

To follow-along, download our 10th annual workbook, Marketing Strategy Podcast buyer personas Chief Marketing Officer CMO compelling messaging funnel contribution message laddering messaging phil montgomery product marketing product marketing managerToday we are going to demonstrate how to increase pipeline attribution, customer loyalty, and customer lifetime value through product marketing.

How Sales Operations Can Breathe Life into the Sales Strategy

Sales Benchmark Index

Regardless of what you do, you have to keep the buyer in the forefront. Make All You Do Buyer-Centric. Put the buyer perspective at the core of all that you do and you’ll make a difference. Specifically, I’ll discuss designing sales training focused on Buyer Personas.

4 Steps to Maximize your Content and Produce Quality Leads

Sales Benchmark Index

Where they fall short is: Producing content that connects to their different buyer types. Mapping that content to where the buyer is on their journey to purchase. If you want your content to resonate with your buyers and move them closer to purchase, follow these four steps: Develop your Buyer Persona(s). Connect your content to your buyer persona(s). Map your content to the buyer’s journey. Develop Buyer Persona(s).

CMO: Enable Reps with the Right Content at the Right Time

Sales Benchmark Index

It starts with the Marketing departments buyer centered marketing strategy. Doing so will assist your reps to spot where their prospects are in their buyers journey. Ultimately the content will pull the buyer through their buying process. Defining Key Buyer Actions.

Year-End Roundup: Top 10 Most Popular Blogs of 2017

DiscoverOrg Sales

SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer. Martin for two buyer persona studies: Just 18% of buyers trust and respect salespeople. For the complete study, download The B2B Buyer Persona here. STUDY] What Do B2B Buyers Want? The second of two buyer persona studies, this piece is based on surveys of over 270 professionals who control the purse strings of their organization.

How to Bridge the Sales & Marketing Divide

Sales Benchmark Index

One way they do this is through actionable buyer intelligence. They bring buyer insights to the sales team that can be easily leveraged in sales campaigns and prospecting. Get started on buyer insights by downloading the Buyer Research Guide. Buyer Process Maps.

7 Steps to Build Your Lead Gen Machine

Sales Benchmark Index

Step #2 – Build Buyer Personas. So the next critical step is building Buyer Personas. User Prospect – Buyer(s) who will be using the solution. Technical Prospect – Buyer(s) involved in evaluating the solution (Purchasing, IT, etc.).

We Ate Our Own Dog Food & Here's What Happened: A Website Redesign Story

Sales Result

We emphasize the importance of this to all of our clients, and work closely with them to develop buyer personas and value propositions, elevator pitches, stories, phone/email scripts and more.

Leverage the Power of Your LinkedIn Network

Sales Benchmark Index

If you need additional insight on leveraging your LI network, I recommend you read Dan Bernoske’s blog: How Top Reps Use LinkedIn to Create Buyer Personas. Tagging involves sorting your connections in logical categories (ie: buyer personas, sales professionals, affiliations, etc).

Why Top Sales Reps Will Be Unemployed In 2 Years

Sales Benchmark Index

The buyer environment has changed to be: More social. Lacks awareness of buyer personas. Even though Marketing has provided some buyer persona research, he does not understand how to use it and doesn''t see the value in it.

Why the Deal Went Dark

Sales Benchmark Index

The number one reason opportunities go dark is lack of alignment between buyer and seller. An example is the seller providing pricing early while the buyer has unanswered questions. Included in this you will receive the Buyer Focused Toolkit. Why is the buyer dark?

Inbound Marketing’s Top 4 Newest Insights

Sales Benchmark Index

This data translates that the adoption of buyer persona and buying process maps will continue grow as a top priority for marketers. To help you make your company customer-centric, download our Buyer Persona Content Targeting Kit.

Five Keys to a Successful New Product Launch

Sales Benchmark Index

Follow them and you will educate your buyers and enable your reps. Target Buyer Persona Profiles. The next step to a successful product launch is identifying the target Buyer Personas. Buyer Personas answer the following key questions: What are the buyer’s objectives? What’s important to the buyer? Your Buyer Persona research should answer these questions. Buyer Problem the New Product Solves.

Is your Content helping you Generate Quality Leads?

Sales Benchmark Index

In my last post , I provided four steps to follow to ensure your content resonates with your buyers and successfully moves them closer to purchase. Follow these steps and you will produce quality leads for the sales force: Develop your Buyer Persona(s). Connect your content to your buyer persona(s). Map your content to the buyer’s journey. The Buyer’s Journey. A typical buyer’s journey has three stages: Awareness, Consideration and Engagement.

2 Ways to Accelerate & Expand Reach on LinkedIn

Sales Benchmark Index

More connections increase the chance you’ll have an “in” with potential buyers. Use Your Buyer PersonasBuyer personas aren’t created just for marketing. Personas are one of the key ingredients in improving LinkedIn Reach. We need to adapt with the buyer.

How to Fix Your Broken Sales Forecast Before It's Too Late

Sales Benchmark Index

Here it is: Persona-Based CRM Forecasting. Download Your Persona Based Forecasting Tool Here. At SBI, we’ve been working with more and more of our clients to build Buyer Personas. Personas map out: Your ideal customer's job titles. But do this at the Persona level.

Operationalize Personas to Meet Your 2013 Goals

Sales Benchmark Index

Encourage sales and marketing to build personas and build a plan to operationalize them immediately. Over the past year, many organizations have built buyer personas (Read more about buyer personas here and here ). 4 Keys to Making the Persona Project Successful.