A persona is a reliable and realistic representation of your key audience segment that’s based on research. Many businesses will have multiple personas based on different customer segments.
A product demo briefing is just the starting point in any sales training, of course, and in a well-run firm this won’t be the moment reps will hear about the product for the first time.
As we get closer to the summer, the number of conferences and events in almost every sector begins multiplying faster than flowers in the average garden.
It’s hard for a business executive to compete with the latest viral cat video on Facebook, but that hasn’t stopped countless organizations from trying.
The average sales rep may rarely come into contact with the CEO where they work, but they can still steal one of the most common productivity secrets of business leaders everywhere.
Once you’ve gained buy-in on the SWOT analysis, however, the path to a successful partnership -- and a closed deal -- will become less of a battle and more like an easy win.
It may take some practice, but storytelling is also a lot more fun than having to come up with the same kind of generic pitch customers and prospects have heard from all your competitors.
Make the search process shorter, no matter what type of persona they are, and see how much faster they’ll turn from a a mere browser and into a paying customer.
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