Buyer Insights or Marketing Persona
Buyer Insights will tell you what recent buyers were thinking and doing as they spent money and time to solve problems that you address. Understanding what triggered a recent buyers search for a solution, what results they were looking to deliver, their perceived risks and barriers and the criteria that they used to choose a final solution will tell you a lot about how prospective buyers are likely to make their purchase decisions.
A marketing persona is a term that causes your salespeople to roll their eyes when they hear it. Why? Because they know that there is nothing captured in that persona that will actually help them influence their buyers purchase decision. A marketing persona is very good at predicting age, income, values, lifestyles and social interests of ideal prospects. If you sell exercise equipment, it may be helpful to know this information but It’s difficult to imagine how a marketing persona would persuade a CFO to improve their compliance practices. And do you really need a marketing persona to tell you that a CFO is risk averse?
“We did the customer persona exercise and frankly, I am not sure what the value is at the moment. If I were, to be honest, there was a lot of guessing going on in the room.”
Vice President, Solutions Marketing
Global Fintech Company
Buyer Insights
Uncover what it takes to capture your buyer’s attention, provide the incentive to change and the confidence to invest.
Win/Loss Analysis
Understand the criteria that got your solution or your competitor’s eliminated from consideration.
Benchmarking
Validate the importance and effectiveness of insights at influencing purchase decisions across your market.
We uncover actionable buyer insights that you and your staff have never heard before – or you pay us nothing!
Short and (not so) sweet blog
False insight about your B2B buyers is worse than no insight at all.
The problem, of course, is that no one believes that they have false insight about how their customers buy. How could your sales team possibly bring in millions of dollars of revenue every year without knowing how your customers buy? How could marketing not know your...
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97% of B2B buyers prospects struggle with How to Buy NOT What to Buy
Before any B2B buyer makes a solution choice they have to make a decision to change/buy. The time it takes buyers to determine and manage their criteria for change and ready their organization to accept the disruption your software will surely bring, is the length of...
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You think you're customer-focused but you're not. It's a blind spot and you're operating off of assumptions that give a false baseline and that means that your sales and marketing will be off.
#Salesforce, #CEO, #marketing, #salesmanagement, https://t.co/iGS3QQHllo
A fabulously irreverent blogger (@AdContrarian ) said "Your not on a journey, unless you have holes in your socks and you smell like a goat".
#buyers aren't navigating a journey, They're solving problems and he last thing they want to do is buy anything.
https://t.co/561OQdLs5v
Your current #contentmarketing Strategy is perfectly focused on the 3% of marketing leads that are willing and able to buy - the #Sales ready lead.
For the other 97% your #content is useless. You need to teach these prospects how to buy not what to buy.
https://t.co/wZVQm7C41A
Sales reps and Marketers are from Mars, Buyers are from New Jersey (Bob Hoffman @AdContrarian ).
Reps are trying to uncover needs and qualify an opportunity while the buyer is trying to navigate through all the people, policies and departmental politics.
https://t.co/Bo8bguaiFr
The Limits of Value Propositions https://t.co/DLrXj0dM2O
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