Marketing Interactions

JUNE 23, 2017

Anyone who’s ever heard me speak on the subject of personas knows I’m passionate about the usefulness of every bit of information included in a B2B buyer persona. Reveal information needed throughout the buying process. Inform the tone, style, and voice for content. Where did you find the most helpful information?

Buyer Personas 74

Buyer Personas Enterprise Management B2B Marketing Marketing & Strategy 74

Marketing Interactions

SEPTEMBER 9, 2021

And this isn’t because sales reps don’t have and share information or add value. It’s the type and focus of the information that’s the issue–usually all about your product and functionality. What this means is focusing on the buying committees within target accounts that fit your company’s ideal customer profile (ICP).

Ideal Customer Profiles 62

Ideal Customer Profiles Account Based Marketing B2B ABM 62

Marketing Interactions

JANUARY 19, 2020

If you build personas in a vacuum, you could end up with a database of contacts that sales reps have no interest in talking to and who won’t ever buy from you. When you get this opportunity, you should also ask questions, such as: What does an ideal company profile look like for X product? Ask them why they talk to those roles.

Buyer Personas 121

Buyer Personas Enterprise Management Work Management B2B 121