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Win/Loss

Do Sales Teams Want Buyer Personas?

You may have heard that buyer personas are a vital tool for salespeople, and wondered if you should feature them in an upcoming launch or sales kickoff. The first point…
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2 Ways to Overcome Resistance to Your Need for Buyer Persona Insights

In the last month, I had a chance to deliver sessions about insightful buyer personas at two of my favorite conferences, Content Marketing World and Marketing Profs’ B2B Marketing Forum….
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Choosing to Buy or Build Your Buyer Persona Insights? 4 Trade-offs, 3 Myths, 1 Ideal Option

Are you wondering whether you should build your own buyer personas or turn to third-party researchers for these insights? Since we have considerable experience in both roles — conducting buyer…
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Top 10 Things the B2B Buyer Persona is Saying About Your (Content) Marketing

Maybe I missed it, but I haven’t seen David Letterman do this one, so I want to tell you what B2B buyers tell us about marketing’s influence on their decisions….
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Marketing ROI, Sales Leads and the Search for Credibility

Solutions that report on marketing results have been around for decades. Demand for useful data has produced mature marketing automation solutions at prices that make them affordable for companies of…
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Building B2B Buyer Personas? Focus on the Buying Decision … then the Person

I’m concerned that so many people think that buyer personas begin and end with a description of a person. This demographic approach to buyer personas typically results in far too…
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[Free new eBook] For Compelling Content, Let Your Buyers Be Your Guide

If you’ve developed buyer personas, does your content show it?  When persona-guided content looks much the same as it always did, it’s a sign that the underlying personas are missing…
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Templates and Guidelines for Useful Buyer Personas

Just because you’ve met with internal stakeholders and can tick off buyer pain points– increasing operational efficiency, reducing costs and minimizing risks—doesn’t mean you know your buyer personas. Marketers need…
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Why Marketing Needs a Perceived Core Competency

When I ask B2B marketers about their personal priorities, they describe their desire to participate in strategic, high value decisions. Too often, this goal stands in stark contrast with their…
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Betcha Don’t Know Why Your Buyer Persona Makes that Choice

When I hear about buyer personas built on input from the sales people, I think about all the times that I asked our reps why a customer chose us (or…
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  • Buyer Personas (87)
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  • Public Relations (22)
  • Sales people (20)
  • Software (2)
  • Technology Buyers (15)
  • Uncategorized (47)
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  • Win/Loss (14)
  • Writing (20)

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