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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.
[SURVEY] The B2B Buyer Persona: 30 Ways to Get Inside the Mind of Your Target Buyer
DiscoverOrg Sales
SEPTEMBER 12, 2017
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.
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.
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.
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?
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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.
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.
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.
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
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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
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
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.
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
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
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.
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
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
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 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.
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.
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.
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.
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.
How building a Buyer Persona from our CRM data skyrocketed our sales
OnePageCRM
APRIL 13, 2017
“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?
Don’t Let Poor Product Marketing Ruin Your Win Rate and Deal Size
Sales Benchmark Index
FEBRUARY 20, 2017
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.
9 Secrets to Getting a Response From the CEO in 2018
Hubspot Sales
AUGUST 15, 2018
Salespeople often make emails to C-level buyers overly long and complex, because they think they need to sound smart and impressive. Selling to Different Buyer Personas
How to Sell to 4 Different Personality Types
Hubspot Sales
FEBRUARY 26, 2018
You have to adapt your strategy to the buyer’s personality type. Selling to Different Buyer PersonasI’d only been driving my dad’s car for two weeks before it exploded into flames on the highway. This is not an exaggeration.
How to Meet With C-Level Executives (And Not Completely Blow It)
Hubspot Sales
OCTOBER 12, 2017
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.
How B2B Purchasing Decisions Have Changed
MarketJoy
JULY 27, 2018
I’m sure you’ve heard that buyers have more power now than ever before because of all the tools and information at the buyer’s disposal. Long gone are the days where buyers relied on salespeople to be their sole education channel. First off, let’s make the distinction between B2B buyers and B2C buyers because these businesses differ drastically with respect to approach and transaction values. Today’s B2B buyers rarely act alone.
Value Messaging: Your Ticket to Winning More and Losing Less?
The ROI Guy
MAY 16, 2018
Alinean Buyer Personas Buyers Journey challenger selling CSO Insights Pisello Sales Enablement Tamara Schenk Value Messaging Value Selling Value Selling ToolsTall and confident, with a more than notable German precision.
Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”
Performance Sales and Training
OCTOBER 31, 2017
Applying The Magic IF for Greater Empathy and Emotional Intelligence in Sales: Define Your Buyer’s Circumstances. Acting tips buyer personas empathy rapport sales presentations sales skills sales tips“I’m curious about other people. That’s the essence of my acting.
Marketing is your wingman: 6 things salespeople should know about inbound marketing
Nutshell
JUNE 11, 2018
To put it into business terms: inbound marketing is the concept of creating highly relevant content to attract, engage, and delight your customers at each stage of the buyer journey, push them down the marketing and sales funnel, and warm them up for the sales rep to close.
Marketing is your wingman: 6 things salespeople should know about inbound marketing
Nutshell
JUNE 11, 2018
To put it into business terms: inbound marketing is the concept of creating highly relevant content to attract, engage, and delight your customers at each stage of the buyer journey, push them down the marketing and sales funnel, and warm them up for the sales rep to close.
Here’s What Happens When Carelessness Takes Over a Cold Email
SalesFolk
JANUARY 30, 2018
Hall of Shame bad cold emails buyer persona research call to action cold emailsHere’s a glaringly obvious fact about cold sales emails: they are not hard to write. Running a marathon is hard. Performing open-heart surgery is hard. Taking the time to research a prospective client and send them an email full of useful details is not hard.
Marketing is your wingman: 6 things salespeople should know about inbound marketing
Nutshell
JUNE 11, 2018
To put it into business terms: inbound marketing is the concept of creating highly relevant content to attract, engage, and delight your customers at each stage of the buyer journey, push them down the marketing and sales funnel, and warm them up for the sales rep to close. What is a buyer persona? A buyer persona is a collection of all the information marketers need to know about their buyers in order to effectively reach them.
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