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. They don’t do their research, they don’t harness insight about behaviours and sentiments, and they don’t model buyer preferences.

7 habits of the highly successful inbound B2B seller

Artesian Solutions

69% of buyers today want sellers to listen to their needs, 61% don’t want sellers to be pushy in their approach, and the same number want sellers to provide them with information that is relevant. Habit 1 – Define Your Persona. Do you consider yourself a pushy salesperson?

5 Steps to Structuring Your Marketing Strategy


It is our hope that this post will help you strategize efficiently to reach your best buyers faster. Because we’ve covered buyer personas extensively in the past, we won’t spend much time here. Steps to Creating Buyer Persona Profiles [Infographic].

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.

Can Your Marketing Team Increase Sales Productivity?


Take a collaborative approach to buyer personas. Buyer personas are semi-fictional profiles of your ideal buyers constructed using research, observation and thorough analysis of customer data. 93% of companies who exceed lead and revenue goals use personas.

Why Successful Marketing is Equal Parts Art and Science


In fact, 47% of B2B buyers consume three to five pieces of content before engaging with a salesperson ( source ). In fact, 50% of B2B buyers are more likely to make a purchase if they connect emotionally to a brand ( source ). Make your buyer personas more human.

Urgent: Map Your Buyer’s Journey Before FY13 Begins

Sales Benchmark Index

If I asked you how your Buyers decide to buy your product, would you automatically tell me how you sell it to them instead? Firmly entrenched within the safety of the sales process they know so well, they have no idea if it matches the journey their Buyers are on. Click here to learn more about how World-Class companies research the Buyer’s Journey. The “constructive tension” that the authors discuss does not come from imposing your will (or your sales process) on your Buyer.

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Aligning Customer Objections to the Buying Process

Sales Benchmark Index

In this article I will address an alternative way to look at objection handling – from the point of view of the buyer. You also must know where your customer is on the Buyer Process Map. Every buyer will (knowingly or not) travel through these buying stages.

4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

To do so, revisit buyer personas with the marketing team; also place an emphasis on quality over quantity. Marketing should be open to receiving feedback, and sales should be constructive with suggestions. Buyer personas. Aligning sales and marketing teams is a struggle for many companies. When departments aren’t aligned, it can trigger multiple problems. The sales department grows frustrated because they don’t have the necessary material (i.e.,

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The Customer Is Always Right (Until They're Wrong)

Hubspot Sales

Understand your buyer better. You can do this a couple of ways: Study your buyer personas. The more familiar you are with the evolution of your buyer persona in real time, the better you can anticipate what they’ll ask next. Oh, baby.

The Mobile App Marketer’s Guide to Data Enrichment


We recommend using data to construct buyer personas —or profiles of your ideal customers. Buyer personas can help you understand who exactly downloads your app, who makes in-app purchases, and who is most active—all in an effort to target more of these high-quality users.

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If Hunter-Farmer Fails: What Next?

Sales Benchmark Index

Deighton said, “Picture a person with sleeves rolled up, wearing a construction helmet with blueprint in hand listening intently to a customer.”. Job fit profiles vary depending on the buyer and the sales process. Start with the buyer persona. Find out what your sales team does that brings value to your buyers through factual research. Turnover is a fierce headwind for leaders of Sales and HR. It is impossible to outrun the drag of vacant territories.

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4 Types of Customer Data to Enhance Your Marketing Campaigns

Connext Digital

The identity data group is your basis for defining and creating your buyer personas, giving you a clear picture of what kind of people are interested in your products and services. You need to dig deeper to get a genuine sense of your customer personas.

Bite-sized Learning Alleviates Sales Onboarding Stress


Quick prospecting tactics and recaps of key buyer personas. Too much constructive criticism without accompanying positive reinforcement can discourage new reps and produce stress.

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New Hire Training for Salespeople: The Ultimate Guide

Hubspot Sales

Walk through your buyer personas. Foster this rule in your sales organization to create a team that embraces constructive criticism instead of being afraid or resentful of it. The average ramp-up time for salespeople is between six and nine months.

How to Create a Winning Business Development Strategy: The Beginner’s Guide


Having a well-constructed business development strategy is one of the strongest safeguards you can have for your business. Develop buyer personas. Once you get your ABM strategy off the ground, evaluate the engagement among your ideal personas.

Sales rep for a day: Aligning sales, marketing, and support

Base CRM

To align marketing and support departments with sales, sales managers can construct an ongoing, interdepartmental job-shadowing program. It also highlights what types of leads work best and what types of buyer personas to focus on. Outline your sales strategy, and explain things like ideal prospects, selling approach, customer personas, how opportunities are qualified, lead generation, etc.

8 ways to optimise the customer journey with data driven insight

Artesian Solutions

Additionally, they’re providing a way to identify ‘propensity to buy’ based on a deeper understanding of buyer personas and sentiment analysis , along with the best time and way to contact them, and which product or service will resonate most.

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How to Start a Business: A Complete Guide for Startup Entrepreneurs

Hubspot Sales

Before you work on your marketing and sales plan, you'll need to have your market analysis completely fleshed out, and choose your target buyer personas, i.e., your ideal customers. Learn how to create buyer personas here.).

14 Pro Tips for Running a Successful Business

Hubspot Sales

Others, like construction and transportation, have rates that are lower. market research, professional goals, buyer personas ) but also to you personally. According to Forrester research , 68% of B2B buyers have expressed a 'don't call us, we'll call you' preference.

How to harness intelligence and insight to remain relevant in an oversaturated market

Artesian Solutions

Predictive analytics open up the opportunity understand where the customer journey will go next, and machine learning enables the construction of predictive models from data insight. How to harness intelligence and insight to stay relevant in an oversaturated market.

The Ultimate Guide to Real Estate

Hubspot Sales

Residential , which includes new construction and resale homes. Other processes such as zoning, construction, and appraisal are handled independently, too. The real estate agent acts as a liaison between buyers or sellers and the industry itself. The Buyer’s Agent.

How to hire the right sales reps (and keep them!)


Hire sales reps open to constructive criticism and able to adjust and improve-then deliver it to them! Someone who is even-keeled thinks more strategically and deals more effectively with buyers.