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.

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

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

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.

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.

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.

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

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?

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

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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 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.

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.

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 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.

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 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.

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.

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.

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.

The Success of Your Sales Email Depends on How Well You Know Your Ideal Buyer


It helps if you’ve sketched out who your ideal buyer is before ever drafting that email. These days, you need a crystal-clear idea of your ideal buyer and the ways your business can actually help them or add value to their lives.

Hot Lessons from Hotel Lobbies

Sales and Marketing

Teaser: Sales and marketing professionals who want to personalize interactions with each of their buyer personas would do well to hang around the concierge desk at an upscale hotel for a while. Issue Date: 2016-05-01. Author: Adele Revella.

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).

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.

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.

3 Tips to Write a Prospecting Email That Gets a Response

Hubspot Sales

With 10 minutes of research, you can learn enough about your buyer persona to double your email response rate. 1) What does your ideal buyer persona care about the most? How much do you really know about your prospects?

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.

How to Building a Data-Driven Marketing Plan for 2018

DiscoverOrg Sales

Buyers control the journey. First, marketers must understand and accept that buyers control the journey to your product. B2B buyers research solutions months before buying. According to Salesforce, 94% of B2B buyers conduct online research at some point in the buying process.

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What do B2B Buyers Want (and Why Don’t They Like Salespeople)?

DiscoverOrg Sales

But what about B2B buyers? With so much of the spotlight on what sales reps could do differently, examining and understanding the psyche of buyers often gets overlooked. It turns out that it’s buyers themselves and their attitude toward risk and change that drive their view of salespeople. Martin on a comprehensive study of 230 B2B buyers , with the goal of pointing the spotlight on buyers themselves. Download the free B2B Buyer Persona study in full.

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18 Habits of Incredibly Successful Salespeople

Hubspot Sales

Identify and stick to your buyer personas. 1) They set and stick to their ideal buyer persona. A clearly defined buyer persona is crucial to an effective sales process. And a sales rep who sticks to that persona is effective in generating sales.

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.

Selling To Sybil

The Pipeline

I always find it amusing listening to sales people or marketing people talk about buyer persona, seems half have no idea what the word means, and if not for fashion could care less. First is the propensity to work with personas based on “Title”, or corporate roles, mostly hierarchical.