ANNUITAS

SEPTEMBER 7, 2021

To get to this level, start by focusing on the sales experience the same way you would focus on the user experience. Host focus groups, brainstorms, whiteboarding sessions, or whatever else is necessary to really understand what information is making an impact on conversations with prospects, and what information is just adding noise.

Conversion 234

Conversion Sales Qualified Leads Ideal Customer Profiles Opinions 234

ANNUITAS

SEPTEMBER 7, 2021

To get to this level, start by focusing on the sales experience the same way you would focus on the user experience. Host focus groups, brainstorms, whiteboarding sessions, or whatever else is necessary to really understand what information is making an impact on conversations with prospects, and what information is just adding noise.

Sales Qualified Leads 228

Sales Qualified Leads Ideal Customer Profiles Opinions Work Management 228

ANNUITAS

MARCH 19, 2013

Phone interviews and focus groups can be used to show them what you’ve developed and to gain feedback on how accurate your understanding is. Use prospects, customers, internal groups that were not part of steps 1 and 2, and even former customers. Take the time to look for it and compare to what you developed in step one.

Buyer Personas 100

Buyer Personas Buying Cycle Forrester Buyer's Journey 100