This is the worksheet part of the presentation for Making Marketing Sexy. It includes the persona worksheet, use case worksheet as well as value statement creation worksheet.

1. Marketing that Accelerates Sales
Persona Name_______________
What is this person thinking about?
_____________________________
What does this person need
to hear to persuade them?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What does this person need
to see to be successful?
How does this person make money?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What motivates this person?
What keeps this person up at night?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
Pains
Goals
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

2. Marketing that Accelerates Sales
Persona Name_______________
What is this person thinking about?
_____________________________
What does this person need
to hear to persuade them?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What does this person need
to see to be successful?
How does this person make money?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What motivates this person?
What keeps this person up at night?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
Pains
Goals
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

3. Marketing that Accelerates Sales
Persona Name_______________
What is this person thinking about?
_____________________________
What does this person need
to hear to persuade them?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What does this person need
to see to be successful?
How does this person make money?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
What motivates this person?
What keeps this person up at night?
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
_____________________________
Pains
Goals
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

4. Marketing that Accelerates Sales
Use Case___________________
Who is this for (which personas)?
When does this happen?
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
Why has this happened to them?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
Why is it important to solve this problem?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
How can I uniquely solve it?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
What do I tell my prospect?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

5. Marketing that Accelerates Sales
Use Case___________________
Who is this for (which personas)?
When does this happen?
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
Why has this happened to them?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
Why is it important to solve this problem?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
How can I uniquely solve it?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
What do I tell my prospect?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

6. Marketing that Accelerates Sales
Use Case___________________
Who is this for (which personas)?
When does this happen?
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
________________________________________
Why has this happened to them?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
Why is it important to solve this problem?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
How can I uniquely solve it?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
What do I tell my prospect?
Persona 1: _____________________________________________________________________________
Persona 2: _____________________________________________________________________________
Persona 3: _____________________________________________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423

7. Marketing that Accelerates Sales
What I say about _____________
For companies looking____________________________________________,
my company will always be________________________________________
and will seek to become___________________________________________
by focusing on_____________________________________________________!
WHO
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
WHAT
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
WHY
______________________________________________________________________
______________________________________________________________________
______________________________________________________________________
#MakeB2BSexy | info@demandmcg.com | Brett Schklar | 303.325.7423