SBI Growth

MAY 24, 2013

Ingrid was a successful pharmaceutical rep. Her sample proposal was compelling. Product features and competitive advantages are all relative to the Buyer Persona. Sales onboarding must enable new hires to recognize each Persona. For complex sales, there are multiple personas. The reverse is not guaranteed.

Hiring 324

Hiring Customer Telecommunications Pharmaceuticals 324

The ROI Guy

SEPTEMBER 13, 2013

But ultimately, your customers want to know how what you proposing is going to let them do more with less, manage risk, help them grow the top line, or reduce the bottom-line. We list specific buyer personas, and for each role, make sure that we map each role with the challenges and benefits that they primarily care about.

Lead Rank 73

Lead Rank Lead Scoring Tools Training 73

The ROI Guy

APRIL 15, 2014

In this “do more with less economy”, buyers have less resources and budget than ever to apply to new proposals. You have to be provocatively compelling in order to get the buyer to engage, and to do so it’s a focus on their challenges and not about your solutions. Second you have to prove the value of your proposed solutions.

Insurance 65

Insurance Insurance Lead Rank Pharmaceuticals 65