‘The Biggest Priorities for 62 Buyer Personas’ – HubSpot
Aja Frost says, “Every prospect has different objectives, priorities, and personal motivators. That’s why it’s incredibly dangerous for a salesperson to make assumptions or rush to conclusions: If they’re wrong, they risk alienating the buyer and even permanently losing their trust.
However, there’s an equal danger in entering the sales conversation without any expectations of what the prospect wants. The typical professional has a jam-packed schedule. She expects the salesperson to provide value immediately, not waste valuable time surfacing information she already knows.
Enter: Buyer personas. Creating profiles of their ideal customers helps reps hone in on the best contacts and which messaging to use.
mPath Discovery, a business intelligence and consulting firm, analyzed millions of interactions to discover what’s important to 62 common buyer personas”.
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