Do Your Buyer Personas Need a Facelift?

Sales Benchmark Index

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

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.

[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.

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.

Buyer Personas – Critical Tools for Modern Sales Reps

Sales Benchmark Index

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

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.

Pricing-Enhanced Personas, a Sales Leaders Secret Weapon

Sales Benchmark Index

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.

Do I Really Need Another Rep?

Sales Benchmark Index

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.

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

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

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.

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

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.

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

Sales Benchmark Index

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

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.

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

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

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 141

Grow Enterprise Value with Customer Success

Sales Benchmark Index

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.

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.

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


“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?

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.

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.

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.

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.

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.

How to Sell to 4 Different Personality Types

Hubspot Sales

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.

Value Messaging: Your Ticket to Winning More and Losing Less?

The ROI Guy

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.

Marketing is your wingman: 6 things salespeople should know about inbound marketing


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.

Emotional Intelligence in Sales, Empathy and the Actor’s Magic “If”

Performance Sales and Training

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.

5 Things Learned in 2014 about marketing and strategy

Leading Results Rambings

Ideal customer conversion marketing strategy SEO changes buyer persona The Top 5 things I learned in 2013.

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.

Learn from the marketing brilliance of the ALS Bucket Challenge

Leading Results Rambings

buyer persona It’s everywhere, dominating your Facebook news feed and your TV screen. You cannot get away from it because from George Bush to Lady Gaga, everybody is doing it.

Here’s What Happens When Carelessness Takes Over a Cold Email


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.

Gartner: The Technology Sales Rep Has Lost Their Mojo!

The ROI Guy

As technology buyers have changed, now more knowledgeable, empowered and in control of the purchase decision process, technology sales reps have not evolved to keep pace, this according to a recent article by Gartner.

Mastering the Consensus Sale: Do you know your 5.4?

The ROI Guy

We know that buyers are 57% through the decision journey before reaching out to sales. Alinean B2B b2b selling Buyer Personas Buyers Journey CEB challenger selling consensus Corporate Executive Board Dan Sixsmith Pisello the challenger sale Value Selling