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.

Key Takeaways

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.

Email: adele@buyerpersona.com
Website: www.buyerpersona.com
LinkedIn: https://www.linkedin.com/in/adelerevella
Facebook: http://www.facebook.com/buyerpersona
Twitter: buyerpersona