See why you need to know how, when and why buyers make the decision you want to influence. You’ll learn about an interview that reveals what triggers your buyer’s need plus their perception of a successful outcome, barriers to buying, capabilities they expect, and the resources that influence their choice.
- Build personas around five insights into what your buyers want to hear
- Use persona insights to create a unique value proposition that resonates with buyers
- Align sales and marketing around what really matters to B2B buyers
- Segment customers based on differences in the way buyers make decisions
- Focus on marketing activities that build trust with high consideration buyers
About Adele Revella
CEO of Buyer Persona Institute and author, Buyer Personas: How to Gain Insight into Your Customer’s Expectations, Align your Marketing Strategies, and Win More Business.