Comments on: Increasing Sales with Buyer Personas http://www.primary-intel.com/increasing-sales-with-buyer-personas/ The Intelligent Approach to Business Success Sun, 28 Nov 2010 12:03:00 +0000 hourly 1 http://wordpress.org/?v=3.3.1 By: Ken Allred http://www.primary-intel.com/increasing-sales-with-buyer-personas/comment-page-1/#comment-292 Ken Allred Fri, 02 Oct 2009 04:05:38 +0000 http://www.primary-intel.com/blog/?p=409#comment-292 Adele - You make a great point - When I was writing this I neglected to consider their impact on new product launches, where they become even more important. Thanks for contributing this additional insight. Adele –

You make a great point – When I was writing this I neglected to consider their impact on new product launches, where they become even more important.

Thanks for contributing this additional insight.

]]> By: Adele Revella http://www.primary-intel.com/increasing-sales-with-buyer-personas/comment-page-1/#comment-291 Adele Revella Fri, 02 Oct 2009 00:05:14 +0000 http://www.primary-intel.com/blog/?p=409#comment-291 Great post Ken. I'd add one additional point about how buyer personas help Sales. As you say, there are the high performing reps and those who struggle, but AlL sales people struggle when a new product requires a focus on a new type of buyer. Sales people become comfortable calling on a particular role in their customer accounts, and if a new product could be better sold elsewhere, perfectly great products can suffer or even fail. Marketing must take the lead in understanding all of the aspects of the buyer persona that you outlined. This results in sales training and tools that help the reps to overcome their natural resistance to change. Great post Ken. I’d add one additional point about how buyer personas help Sales. As you say, there are the high performing reps and those who struggle, but AlL sales people struggle when a new product requires a focus on a new type of buyer.

Sales people become comfortable calling on a particular role in their customer accounts, and if a new product could be better sold elsewhere, perfectly great products can suffer or even fail. Marketing must take the lead in understanding all of the aspects of the buyer persona that you outlined. This results in sales training and tools that help the reps to overcome their natural resistance to change.

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