SlideShare a Scribd company logo

Buyer Personas – The Key to Sales & Marketing Alignment

•
•
SMEI - Sales & Marketing Executives International, Inc.
SMEI - Sales & Marketing Executives International, Inc.

The document discusses buyer personas and their importance for aligning sales and marketing. It defines buyer personas as characterizations of typical buyers that reflect key attributes, behaviors, and preferences. Creating accurate buyer personas involves gathering customer data from sales interactions and media consumption patterns. Personas help sales and marketing work together by prioritizing audience segments and creating targeted campaigns. The document stresses gathering ongoing feedback to refine and update personas over time.

BusinessCareer
1 of 31
Buyer Personas – The Key to Sales & Marketing Alignment SMEI Houston – April 7, 2009
About Your Presenter Ahmed Taleb, BA, MBA Sr. Director of Strategic Planning Bulldog Solutions [email_address]
About Your Presenter ,[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Anonymous quote
The Alignment Imperative ,[object Object],[object Object],[object Object],[object Object],[object Object]
Perception is Reality ,[object Object],[object Object]
Perception is Reality ,[object Object],[object Object],[object Object]
Still A Challenge ,[object Object]
Sales Lacks Visibility Into Key Metrics ,[object Object],[object Object]
Trends are Moving the Wrong Way ,[object Object],[object Object],Lead Gen Analysis Source: CSO Insights 2009 Sales Performance Optimization Survey
What is the Upside? ,[object Object],[object Object],[object Object],[object Object],[object Object]
Bridging the Gap ,[object Object],[object Object],[object Object],[object Object]
Bridging the Gap – The SLA ,[object Object],[object Object],[object Object],[object Object],THE BUYER PERSONA
What Are Buyer Personas? ,[object Object],[object Object],[object Object],[object Object]
What Personas Aren’t ,[object Object],[object Object],[object Object],[object Object]
Getting Started ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
[object Object],[object Object],[object Object],[object Object],Buyer Profile
[object Object],[object Object],[object Object],Buyer Profile
[object Object],[object Object],[object Object],Audience – Behavioral Cues
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Audience – Behavioral Cues
[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],Audience – Media Preferences
[object Object],[object Object],[object Object],[object Object],[object Object],Audience – Lead Score
Audience – The Buyer Persona
Audience – The Buyer Persona Key buyer information including value proposition, profile and attribute information.
Audience – The Buyer Persona Behavioral cues are collected here to help align outreach initiatives and drive impactful messaging
Audience – The Buyer Persona Media preferences form the basis of a holistic media program to leverage external buys and attract a broader audience
Audience – The Buyer Persona Lead scoring is the quantitative ‘filter’ that identifies and routes Sales Ready leads from the other groups of buyers in the sales pipeline. As leads pass through a registration process – the attributes that we’ve identified serve as the qualifiers.
[object Object],[object Object],[object Object],[object Object],[object Object],Building a ‘Persona’ Culture
Gathering Feedback ,[object Object],[object Object],[object Object],[object Object]
A Final Note ,[object Object],[object Object],[object Object],[object Object]
Thank You Ahmed Taleb Sr. Director of Strategic Planning Bulldog Solutions [email_address] (512)538.0381

Recommended

A Guide to Sales and Marketing Messaging Alignment with WittyParrot
A Guide to Sales and Marketing Messaging Alignment with WittyParrotA Guide to Sales and Marketing Messaging Alignment with WittyParrot
A Guide to Sales and Marketing Messaging Alignment with WittyParrotWittyParrot
 
4 top ways marketing fails sales - from Dreamforce 14
4 top ways marketing fails sales - from Dreamforce 144 top ways marketing fails sales - from Dreamforce 14
4 top ways marketing fails sales - from Dreamforce 14Brian Groth
 
Introduction to integrated marketing sales and marketing alignment
Introduction to integrated marketing sales and marketing alignmentIntroduction to integrated marketing sales and marketing alignment
Introduction to integrated marketing sales and marketing alignmentNuno Fraga Coelho
 
Rebranding: A 4 Step Plan for B2B Marketers
Rebranding: A 4 Step Plan for B2B MarketersRebranding: A 4 Step Plan for B2B Marketers
Rebranding: A 4 Step Plan for B2B MarketersTodd Ebert
 
Multi-Channel Marketing Lecture
Multi-Channel Marketing LectureMulti-Channel Marketing Lecture
Multi-Channel Marketing Lecturecustomersforever
 
Multi Channel Customer Management
Multi Channel Customer ManagementMulti Channel Customer Management
Multi Channel Customer ManagementCustomer Centria
 
Anatomy of-account-based-marketing
Anatomy of-account-based-marketingAnatomy of-account-based-marketing
Anatomy of-account-based-marketingAman Bhandari
 
Brand analytics
Brand analyticsBrand analytics
Brand analyticsShivam Dhawan
 

Recommended

A Guide to Sales and Marketing Messaging Alignment with WittyParrot
A Guide to Sales and Marketing Messaging Alignment with WittyParrotA Guide to Sales and Marketing Messaging Alignment with WittyParrot
A Guide to Sales and Marketing Messaging Alignment with WittyParrotWittyParrot
 
4 top ways marketing fails sales - from Dreamforce 14
4 top ways marketing fails sales - from Dreamforce 144 top ways marketing fails sales - from Dreamforce 14
4 top ways marketing fails sales - from Dreamforce 14Brian Groth
 
Introduction to integrated marketing sales and marketing alignment
Introduction to integrated marketing sales and marketing alignmentIntroduction to integrated marketing sales and marketing alignment
Introduction to integrated marketing sales and marketing alignmentNuno Fraga Coelho
 
Rebranding: A 4 Step Plan for B2B Marketers
Rebranding: A 4 Step Plan for B2B MarketersRebranding: A 4 Step Plan for B2B Marketers
Rebranding: A 4 Step Plan for B2B MarketersTodd Ebert
 
Multi-Channel Marketing Lecture
Multi-Channel Marketing LectureMulti-Channel Marketing Lecture
Multi-Channel Marketing Lecturecustomersforever
 
Multi Channel Customer Management
Multi Channel Customer ManagementMulti Channel Customer Management
Multi Channel Customer ManagementCustomer Centria
 
Anatomy of-account-based-marketing
Anatomy of-account-based-marketingAnatomy of-account-based-marketing
Anatomy of-account-based-marketingAman Bhandari
 
Brand analytics
Brand analyticsBrand analytics
Brand analyticsShivam Dhawan
 
Building a B2B Demand Gen Engine
Building a B2B Demand Gen EngineBuilding a B2B Demand Gen Engine
Building a B2B Demand Gen EngineTodd Ebert
 
21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive Group21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive GroupDavid H. Deans
 
Let customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategyLet customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategySounds About Write
 
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBookSherry Lamoreaux
 
501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To Ask501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To AskTodd Ebert
 
A Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to LeadA Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to LeadReshma Nigam
 
XXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAILXXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAILBaraka Mtavangu
 
managing customer acquisition
managing customer acquisitionmanaging customer acquisition
managing customer acquisitionwahyudisandy
 
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015Eddy Perez
 
Customer life cycle wdm
Customer life cycle wdmCustomer life cycle wdm
Customer life cycle wdmBisnode Belgium
 
B2B Segmentation Strategies
B2B Segmentation StrategiesB2B Segmentation Strategies
B2B Segmentation StrategiesDemandbase
 
A customer obsessed organization
A customer obsessed organizationA customer obsessed organization
A customer obsessed organizationBucur Oana
 
Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of SellingInfinity Contact
 
ABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing SecretsABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing SecretsLedger Bennett DGA
 
sales-i partnership
sales-i partnershipsales-i partnership
sales-i partnershipAngie Wagner
 
Web 2.0 sf 2011 metrics
Web 2.0 sf 2011 metricsWeb 2.0 sf 2011 metrics
Web 2.0 sf 2011 metricsmargaret francis
 
Mf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey finalMf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey finalLiz Hayward
 
W1 marketing creating customer value and engagement
W1 marketing creating customer value and engagementW1 marketing creating customer value and engagement
W1 marketing creating customer value and engagementfaizaperbanas
 
Competitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for MarketersCompetitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for MarketersCbitss Technologies
 
Pulling together: centralising your marketing
Pulling together: centralising your marketingPulling together: centralising your marketing
Pulling together: centralising your marketingLedger Bennett DGA
 
Leading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer PersonasLeading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer PersonasThe Marketing Strategy Co
 
How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!Alisa Meredith Marketing
 

More Related Content

What's hot

Building a B2B Demand Gen Engine
Building a B2B Demand Gen EngineBuilding a B2B Demand Gen Engine
Building a B2B Demand Gen EngineTodd Ebert
 
21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive Group21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive GroupDavid H. Deans
 
Let customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategyLet customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategySounds About Write
 
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBookSherry Lamoreaux
 
501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To Ask501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To AskTodd Ebert
 
A Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to LeadA Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to LeadReshma Nigam
 
XXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAILXXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAILBaraka Mtavangu
 
managing customer acquisition
managing customer acquisitionmanaging customer acquisition
managing customer acquisitionwahyudisandy
 
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015Eddy Perez
 
B2B Segmentation Strategies
B2B Segmentation StrategiesB2B Segmentation Strategies
B2B Segmentation StrategiesDemandbase
 
A customer obsessed organization
A customer obsessed organizationA customer obsessed organization
A customer obsessed organizationBucur Oana
 
Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of SellingInfinity Contact
 
ABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing SecretsABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing SecretsLedger Bennett DGA
 
sales-i partnership
sales-i partnershipsales-i partnership
sales-i partnershipAngie Wagner
 
Mf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey finalMf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey finalLiz Hayward
 
W1 marketing creating customer value and engagement
W1 marketing creating customer value and engagementW1 marketing creating customer value and engagement
W1 marketing creating customer value and engagementfaizaperbanas
 
Competitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for MarketersCompetitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for MarketersCbitss Technologies
 
Pulling together: centralising your marketing
Pulling together: centralising your marketingPulling together: centralising your marketing
Pulling together: centralising your marketingLedger Bennett DGA
 

What's hot (20)

Building a B2B Demand Gen Engine
Building a B2B Demand Gen EngineBuilding a B2B Demand Gen Engine
Building a B2B Demand Gen Engine
 
21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive Group21st Century Marketing Communications - GeoActive Group
21st Century Marketing Communications - GeoActive Group
 
Let customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategyLet customer insight guide your bank's content marketing strategy
Let customer insight guide your bank's content marketing strategy
 
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
9 Essentials to Grow Your Agency and Help Your Clients Succeed - an Act-On eBook
 
501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To Ask501 Questions Every B2B CMO Needs To Ask
501 Questions Every B2B CMO Needs To Ask
 
A Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to LeadA Guide to Effective Lead Generation - The Journey from List to Lead
A Guide to Effective Lead Generation - The Journey from List to Lead
 
XXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAILXXL ADVERTISING LIMITED_MAIL
XXL ADVERTISING LIMITED_MAIL
 
managing customer acquisition
managing customer acquisitionmanaging customer acquisition
managing customer acquisition
 
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
Salesforce Partner Marketing Power Hour - Mai Tran - February 18, 2015
 
Customer life cycle wdm
Customer life cycle wdmCustomer life cycle wdm
Customer life cycle wdm
 
B2B Segmentation Strategies
B2B Segmentation StrategiesB2B Segmentation Strategies
B2B Segmentation Strategies
 
A customer obsessed organization
A customer obsessed organizationA customer obsessed organization
A customer obsessed organization
 
Buyerlytics is the Science of Selling
Buyerlytics is the Science of SellingBuyerlytics is the Science of Selling
Buyerlytics is the Science of Selling
 
ABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing SecretsABM & The chamber of Marketing Secrets
ABM & The chamber of Marketing Secrets
 
sales-i partnership
sales-i partnershipsales-i partnership
sales-i partnership
 
Web 2.0 sf 2011 metrics
Web 2.0 sf 2011 metricsWeb 2.0 sf 2011 metrics
Web 2.0 sf 2011 metrics
 
Mf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey finalMf personalised b2 b buyer journey final
Mf personalised b2 b buyer journey final
 
W1 marketing creating customer value and engagement
W1 marketing creating customer value and engagementW1 marketing creating customer value and engagement
W1 marketing creating customer value and engagement
 
Competitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for MarketersCompetitive Analysis 2020: A Go-To Guide for Marketers
Competitive Analysis 2020: A Go-To Guide for Marketers
 
Pulling together: centralising your marketing
Pulling together: centralising your marketingPulling together: centralising your marketing
Pulling together: centralising your marketing
 

Viewers also liked

Leading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer PersonasLeading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer PersonasThe Marketing Strategy Co
 
How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!Alisa Meredith Marketing
 
Connecting Buyer Personas To Content That Connects
Connecting Buyer Personas To Content That ConnectsConnecting Buyer Personas To Content That Connects
Connecting Buyer Personas To Content That ConnectsG3 Communications
 
How to Create your Buyer Personas
How to Create your Buyer PersonasHow to Create your Buyer Personas
How to Create your Buyer PersonasSigma Web Marketing
 
Buyer Personas to Improve Conversion Rates
Buyer Personas to Improve Conversion RatesBuyer Personas to Improve Conversion Rates
Buyer Personas to Improve Conversion RatesDepesh Mandalia
 
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona's
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona'sSpotONfriday webinar | Ken je koper: wat & hoe buyer persona's
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona'sspotONvision - B2B Marketing
 
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEO
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEOBuyer Personas: Marketing in the Voice of your Buyers, Not Your CEO
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEOSPROUT Content
 
Buyer Personas
Buyer PersonasBuyer Personas
Buyer PersonasCara Pluff
 
Developing Insanely Useful Buyer Personas
Developing Insanely Useful Buyer PersonasDeveloping Insanely Useful Buyer Personas
Developing Insanely Useful Buyer Personasstonecreek
 
Buyer Personas: The 5 Insights Every Marketer Needs to Nail
Buyer Personas: The 5 Insights Every Marketer Needs to NailBuyer Personas: The 5 Insights Every Marketer Needs to Nail
Buyer Personas: The 5 Insights Every Marketer Needs to NailBuyer Persona Institute
 
Buyer Personas, Attracting Visitors & Converting Leads
Buyer Personas, Attracting Visitors & Converting LeadsBuyer Personas, Attracting Visitors & Converting Leads
Buyer Personas, Attracting Visitors & Converting Leadssbedrick
 
Crafting Data Driven Buyer Personas
Crafting Data Driven Buyer PersonasCrafting Data Driven Buyer Personas
Crafting Data Driven Buyer PersonasLeadMD
 
The Science of Building Actionable Buyer Personas
The Science of Building Actionable Buyer PersonasThe Science of Building Actionable Buyer Personas
The Science of Building Actionable Buyer PersonasScripted.com
 
Introduction to Building and Using Buyer Personas
Introduction to Building and Using Buyer PersonasIntroduction to Building and Using Buyer Personas
Introduction to Building and Using Buyer PersonasBuyer Persona Institute
 
Buyer Personas: 6 Steps to Creating Buyer Personas
Buyer Personas: 6 Steps to Creating Buyer PersonasBuyer Personas: 6 Steps to Creating Buyer Personas
Buyer Personas: 6 Steps to Creating Buyer PersonasJoy Martinez
 
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...Forget your feelings: How to actually quantify your buyer personas - SaaSFest...
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...Price Intelligently
 

Viewers also liked (18)

Leading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer PersonasLeading Marketing Consultant explains Buyer Personas
Leading Marketing Consultant explains Buyer Personas
 
How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!How To Create Buyer Personas - Painlessly!
How To Create Buyer Personas - Painlessly!
 
Connecting Buyer Personas To Content That Connects
Connecting Buyer Personas To Content That ConnectsConnecting Buyer Personas To Content That Connects
Connecting Buyer Personas To Content That Connects
 
How to Create your Buyer Personas
How to Create your Buyer PersonasHow to Create your Buyer Personas
How to Create your Buyer Personas
 
Buyer Personas to Improve Conversion Rates
Buyer Personas to Improve Conversion RatesBuyer Personas to Improve Conversion Rates
Buyer Personas to Improve Conversion Rates
 
Wat & hoe buyer persona's
Wat & hoe buyer persona'sWat & hoe buyer persona's
Wat & hoe buyer persona's
 
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona's
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona'sSpotONfriday webinar | Ken je koper: wat & hoe buyer persona's
SpotONfriday webinar | Ken je koper: wat & hoe buyer persona's
 
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEO
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEOBuyer Personas: Marketing in the Voice of your Buyers, Not Your CEO
Buyer Personas: Marketing in the Voice of your Buyers, Not Your CEO
 
Buyer Personas
Buyer PersonasBuyer Personas
Buyer Personas
 
Developing Insanely Useful Buyer Personas
Developing Insanely Useful Buyer PersonasDeveloping Insanely Useful Buyer Personas
Developing Insanely Useful Buyer Personas
 
Buyer Personas: The 5 Insights Every Marketer Needs to Nail
Buyer Personas: The 5 Insights Every Marketer Needs to NailBuyer Personas: The 5 Insights Every Marketer Needs to Nail
Buyer Personas: The 5 Insights Every Marketer Needs to Nail
 
Buyer Personas, Attracting Visitors & Converting Leads
Buyer Personas, Attracting Visitors & Converting LeadsBuyer Personas, Attracting Visitors & Converting Leads
Buyer Personas, Attracting Visitors & Converting Leads
 
Crafting Data Driven Buyer Personas
Crafting Data Driven Buyer PersonasCrafting Data Driven Buyer Personas
Crafting Data Driven Buyer Personas
 
The Science of Building Actionable Buyer Personas
The Science of Building Actionable Buyer PersonasThe Science of Building Actionable Buyer Personas
The Science of Building Actionable Buyer Personas
 
Introduction to Building and Using Buyer Personas
Introduction to Building and Using Buyer PersonasIntroduction to Building and Using Buyer Personas
Introduction to Building and Using Buyer Personas
 
Buyer Personas: 6 Steps to Creating Buyer Personas
Buyer Personas: 6 Steps to Creating Buyer PersonasBuyer Personas: 6 Steps to Creating Buyer Personas
Buyer Personas: 6 Steps to Creating Buyer Personas
 
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...Forget your feelings: How to actually quantify your buyer personas - SaaSFest...
Forget your feelings: How to actually quantify your buyer personas - SaaSFest...
 
Developing Buyer Personas
Developing Buyer PersonasDeveloping Buyer Personas
Developing Buyer Personas
 

Similar to Buyer Personas – The Key to Sales & Marketing Alignment

The New 4 Ps of Marketing
The New 4 Ps of MarketingThe New 4 Ps of Marketing
The New 4 Ps of MarketingBrandMatters
 
Customer Relationship Marketing CRM
Customer Relationship Marketing CRMCustomer Relationship Marketing CRM
Customer Relationship Marketing CRMDR. SHAJAHAN mba phd
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing BootcampThom. Poole
 
Lead Scoring Aligning Sales Marketing
Lead Scoring Aligning Sales MarketingLead Scoring Aligning Sales Marketing
Lead Scoring Aligning Sales MarketingSilverpop
 
Demand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons LearnedDemand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons Learnedmparin
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook TemplateDemand Metric
 
Padilla Measurement Presentation Slideshare
Padilla Measurement Presentation SlidesharePadilla Measurement Presentation Slideshare
Padilla Measurement Presentation Slidesharetonyjmorse
 
Learn about consumer intelligence to enhance consumer experience
Learn about consumer intelligence to enhance consumer experience Learn about consumer intelligence to enhance consumer experience
Learn about consumer intelligence to enhance consumer experience Jaiveer Singh
 
Designing the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationDesigning the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationCallidus Software
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer SegmentationCarlos Soares
 
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Heinz Marketing Inc
 
Start With A Lead Fusion Bpo Services, Inc
Start With A Lead Fusion Bpo Services, IncStart With A Lead Fusion Bpo Services, Inc
Start With A Lead Fusion Bpo Services, Inckongking
 
Software Business 2008 Conference
Software Business 2008 ConferenceSoftware Business 2008 Conference
Software Business 2008 ConferenceHenry Bruce
 
Customer Relationship Management unit 3 crm structures
Customer Relationship Management unit 3 crm structuresCustomer Relationship Management unit 3 crm structures
Customer Relationship Management unit 3 crm structuresGanesha Pandian
 
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010G3 Communications
 

Similar to Buyer Personas – The Key to Sales & Marketing Alignment (20)

The New 4 Ps of Marketing
The New 4 Ps of MarketingThe New 4 Ps of Marketing
The New 4 Ps of Marketing
 
Customer Relationship Marketing CRM
Customer Relationship Marketing CRMCustomer Relationship Marketing CRM
Customer Relationship Marketing CRM
 
Marketing Bootcamp
Marketing BootcampMarketing Bootcamp
Marketing Bootcamp
 
Lead Scoring Aligning Sales Marketing
Lead Scoring Aligning Sales MarketingLead Scoring Aligning Sales Marketing
Lead Scoring Aligning Sales Marketing
 
Demand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons LearnedDemand Generation - Best Practices & Lessons Learned
Demand Generation - Best Practices & Lessons Learned
 
Sales and marketing alignment
Sales and marketing alignmentSales and marketing alignment
Sales and marketing alignment
 
Sales Playbook Template
Sales Playbook TemplateSales Playbook Template
Sales Playbook Template
 
Padilla Measurement Presentation Slideshare
Padilla Measurement Presentation SlidesharePadilla Measurement Presentation Slideshare
Padilla Measurement Presentation Slideshare
 
Learn about consumer intelligence to enhance consumer experience
Learn about consumer intelligence to enhance consumer experience Learn about consumer intelligence to enhance consumer experience
Learn about consumer intelligence to enhance consumer experience
 
Marketing plan
Marketing planMarketing plan
Marketing plan
 
Designing the Customer-Focused Sales Organization
Designing the Customer-Focused Sales OrganizationDesigning the Customer-Focused Sales Organization
Designing the Customer-Focused Sales Organization
 
Customer Segmentation
Customer SegmentationCustomer Segmentation
Customer Segmentation
 
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
Budgeting for Marketing Performance: How to Save Time, Spend Wisely & Do More...
 
Start With A Lead Fusion Bpo Services, Inc
Start With A Lead Fusion Bpo Services, IncStart With A Lead Fusion Bpo Services, Inc
Start With A Lead Fusion Bpo Services, Inc
 
Brand equity
Brand equity Brand equity
Brand equity
 
Marketing and start ups
Marketing and start ups Marketing and start ups
Marketing and start ups
 
Marketing and start ups
Marketing and start upsMarketing and start ups
Marketing and start ups
 
Software Business 2008 Conference
Software Business 2008 ConferenceSoftware Business 2008 Conference
Software Business 2008 Conference
 
Customer Relationship Management unit 3 crm structures
Customer Relationship Management unit 3 crm structuresCustomer Relationship Management unit 3 crm structures
Customer Relationship Management unit 3 crm structures
 
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010
Cracking the C-Suite: Finding and Aligning with the Relevant Executive in 2010
 

More from SMEI - Sales & Marketing Executives International, Inc.

More from SMEI - Sales & Marketing Executives International, Inc. (20)

Develop your personal brand in sales and marketing
Develop your personal brand in sales and marketingDevelop your personal brand in sales and marketing
Develop your personal brand in sales and marketing
 
Planning and designing a lead management process
Planning and designing a lead management processPlanning and designing a lead management process
Planning and designing a lead management process
 
How to Sell to People, Not Contacts eBook
How to Sell to People, Not Contacts eBookHow to Sell to People, Not Contacts eBook
How to Sell to People, Not Contacts eBook
 
Selling is Social
Selling is Social Selling is Social
Selling is Social
 
Smei vancouver real world presentation
Smei vancouver real world presentationSmei vancouver real world presentation
Smei vancouver real world presentation
 
Marketing Times December 2011 Issue
Marketing Times December 2011 IssueMarketing Times December 2011 Issue
Marketing Times December 2011 Issue
 
HP Case Study Brand Advocates
HP Case Study Brand AdvocatesHP Case Study Brand Advocates
HP Case Study Brand Advocates
 
2011 State of Mobile Advertising
2011 State of Mobile Advertising2011 State of Mobile Advertising
2011 State of Mobile Advertising
 
10 Tips on Building a Strong LinkedIn Profile
10 Tips on Building a Strong LinkedIn Profile10 Tips on Building a Strong LinkedIn Profile
10 Tips on Building a Strong LinkedIn Profile
 
LinkedIn: Leverage social media to market your brand
LinkedIn: Leverage social media to market your brand LinkedIn: Leverage social media to market your brand
LinkedIn: Leverage social media to market your brand
 
5 Major Changes: The Road to Change
5 Major Changes: The Road to Change5 Major Changes: The Road to Change
5 Major Changes: The Road to Change
 
Engaging online audiences, the case for video in business
Engaging online audiences, the case for video in businessEngaging online audiences, the case for video in business
Engaging online audiences, the case for video in business
 
David Fitzgerald, Brainshark
David Fitzgerald, BrainsharkDavid Fitzgerald, Brainshark
David Fitzgerald, Brainshark
 
Peter Krieg, Copernicus Marketing
Peter Krieg, Copernicus MarketingPeter Krieg, Copernicus Marketing
Peter Krieg, Copernicus Marketing
 
Magic of Video Conferencing
Magic of Video ConferencingMagic of Video Conferencing
Magic of Video Conferencing
 
Corporate Storytelling SMEI Houston
Corporate Storytelling SMEI HoustonCorporate Storytelling SMEI Houston
Corporate Storytelling SMEI Houston
 
Social Media: One Brand, One Vision, One Voice
Social Media: One Brand, One Vision, One VoiceSocial Media: One Brand, One Vision, One Voice
Social Media: One Brand, One Vision, One Voice
 
Twitter Take Away
Twitter Take AwayTwitter Take Away
Twitter Take Away
 
Social Media
Social MediaSocial Media
Social Media
 
Social Media
Social MediaSocial Media
Social Media
 

Recently uploaded

8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCRashishs7044
 
Organizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessOrganizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessSeta Wicaksana
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Servicecallgirls2057
 
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607dollysharma2066
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfRbc Rbcua
 
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu MenzaYouth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menzaictsugar
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Peter Ward
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCRashishs7044
 
Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Riya Pathan
 
Kenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith PereraKenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith Pereraictsugar
 
Market Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 EditionMarket Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 EditionMintel Group
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaoncallgirls2057
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFChandresh Chudasama
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckHajeJanKamps
 
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptx
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptxThe-Ethical-issues-ghhhhhhhhjof-Byjus.pptx
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptxmbikashkanyari
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCRashishs7044
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03DallasHaselhorst
 
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxFinancial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxsaniyaimamuddin
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesKeppelCorporation
 

Recently uploaded (20)

8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
8447779800, Low rate Call girls in Kotla Mubarakpur Delhi NCR
 
Organizational Structure Running A Successful Business
Organizational Structure Running A Successful BusinessOrganizational Structure Running A Successful Business
Organizational Structure Running A Successful Business
 
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort ServiceCall US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
Call US-88OO1O2216 Call Girls In Mahipalpur Female Escort Service
 
Corporate Profile 47Billion Information Technology
Corporate Profile 47Billion Information TechnologyCorporate Profile 47Billion Information Technology
Corporate Profile 47Billion Information Technology
 
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
(Best) ENJOY Call Girls in Faridabad Ex | 8377087607
 
APRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdfAPRIL2024_UKRAINE_xml_0000000000000 .pdf
APRIL2024_UKRAINE_xml_0000000000000 .pdf
 
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu MenzaYouth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
Youth Involvement in an Innovative Coconut Value Chain by Mwalimu Menza
 
Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...Fordham -How effective decision-making is within the IT department - Analysis...
Fordham -How effective decision-making is within the IT department - Analysis...
 
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
8447779800, Low rate Call girls in Shivaji Enclave Delhi NCR
 
Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737Independent Call Girls Andheri Nightlaila 9967584737
Independent Call Girls Andheri Nightlaila 9967584737
 
Kenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith PereraKenya Coconut Production Presentation by Dr. Lalith Perera
Kenya Coconut Production Presentation by Dr. Lalith Perera
 
Market Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 EditionMarket Sizes Sample Report - 2024 Edition
Market Sizes Sample Report - 2024 Edition
 
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City GurgaonCall Us 📲8800102216📞 Call Girls In DLF City Gurgaon
Call Us 📲8800102216📞 Call Girls In DLF City Gurgaon
 
Guide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDFGuide Complete Set of Residential Architectural Drawings PDF
Guide Complete Set of Residential Architectural Drawings PDF
 
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deckPitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
Pitch Deck Teardown: Geodesic.Life's $500k Pre-seed deck
 
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptx
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptxThe-Ethical-issues-ghhhhhhhhjof-Byjus.pptx
The-Ethical-issues-ghhhhhhhhjof-Byjus.pptx
 
8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR8447779800, Low rate Call girls in Saket Delhi NCR
8447779800, Low rate Call girls in Saket Delhi NCR
 
Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03Cybersecurity Awareness Training Presentation v2024.03
Cybersecurity Awareness Training Presentation v2024.03
 
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptxFinancial-Statement-Analysis-of-Coca-cola-Company.pptx
Financial-Statement-Analysis-of-Coca-cola-Company.pptx
 
Annual General Meeting Presentation Slides
Annual General Meeting Presentation SlidesAnnual General Meeting Presentation Slides
Annual General Meeting Presentation Slides
 

Buyer Personas – The Key to Sales & Marketing Alignment

  • 1. Buyer Personas – The Key to Sales & Marketing Alignment SMEI Houston – April 7, 2009
  • 2. About Your Presenter Ahmed Taleb, BA, MBA Sr. Director of Strategic Planning Bulldog Solutions [email_address]
  • 3.
  • 4.
  • 5.
  • 6.
  • 7.
  • 8.
  • 9.
  • 10.
  • 11.
  • 12.
  • 13.
  • 14.
  • 15.
  • 16.
  • 17.
  • 18.
  • 19.
  • 20.
  • 21.
  • 22.
  • 23. Audience – The Buyer Persona
  • 24. Audience – The Buyer Persona Key buyer information including value proposition, profile and attribute information.
  • 25. Audience – The Buyer Persona Behavioral cues are collected here to help align outreach initiatives and drive impactful messaging
  • 26. Audience – The Buyer Persona Media preferences form the basis of a holistic media program to leverage external buys and attract a broader audience
  • 27. Audience – The Buyer Persona Lead scoring is the quantitative ‘filter’ that identifies and routes Sales Ready leads from the other groups of buyers in the sales pipeline. As leads pass through a registration process – the attributes that we’ve identified serve as the qualifiers.
  • 28.
  • 29.
  • 30.
  • 31. Thank You Ahmed Taleb Sr. Director of Strategic Planning Bulldog Solutions [email_address] (512)538.0381