outcome selling Archives

Why Buyer Personas are so Powerful

There’s lots of talk about buyer personas out there these days—lots of buzz. And, it’s because they work. It’s a really smart, efficient way to clarify and understand the people you sell to. Personas give us a mental shortcut to understanding our buyers’ needs. They help us ask better questions and connect faster and more effectively—really critical things in today's B2B selling environment.

So let’s first look at exactly what they are—meaning buyer personas. And then discuss how you can use them to improve your conversations—elevating your dialogue to be more relevant and impactful to the specific buyers you’re engaging. (more…)