prospect Presentation Related Topics 
Marketing Interactions
JANUARY 19, 2020
Quite often, what you find is that this person—lower down the hierarchy—is entrusted with the selection and the “decision maker” is just blessing their recommendation based on the business case they presented. who shows up at the demo and the on-site presentation?). 3 Steps to Identify Worthy Buyer Personas.
Marketing Interactions
JUNE 27, 2021
Although, I have to admit that many of the personas I review from prospective clients are little more than recipe cards for disconnected experiences. I build and present mine in a way I’ve found valuable because they help my clients use them to great effect. I’m really tired of seeing people dismiss B2B buyer personas as worthless.
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Marketing Interactions
MAY 23, 2018
Experience Gaps Disconnect Prospects and Customers. B2B content operations allows for the proper planning to ensure that prospect and customer needs are met from start to finish at every step and stage along the way. This commonly results in redundant content creation that increases the number of wasted resources.
Marketing Interactions
JULY 18, 2021
This means identifying where prospects are in their journey to solving a problem and guiding them to advance toward the solution. They’re presented with options and choose one they think promises an answer. If your content is written well, based on the takeaway it provided, what comes next? Connection.
Marketing Interactions
AUGUST 1, 2021
Marketing is present throughout the entirety. Swirl brand and demand together for a more compelling, consistent, and relevant story that covers the bases—at whatever stage buyers, prospective buyers, and customers find themselves. Maybe my issue with this is I’ve never considered brand and demand to be separate. You need both.
Marketing Interactions
OCTOBER 5, 2022
Did you present a realistic story? There must be an even bigger reward for customer engagement than prospect engagement. The important part is making a value they don’t yet have (or haven’t fully realized) attainable with the product they’ve invested in. Or did you gloss over the tough spots? After all, there’s more to lose….
Marketing Interactions
JANUARY 27, 2020
The last thing you need is for them to be unfamiliar when your primary persona presents the business case and have to back pedal to build enough confidence to mitigate any risk perceptions that stall the deal. Both primary and mini buyer personas must have customer and/or prospect interviews to learn insights verbatim.
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