Tag Archives: Research

6 Reasons Why Buyer Personas Are More Important Than Ever

Alan Cooper first introduced the concept of user personas in 1999 to help inform design strategy, of which I was privileged to witness first-hand.  This was important then since user-friendly digital products and services were lacking.  Challenges on how to make the web user-friendlier were a pressing problem back then as well.  In 2002, I began a focus on buyer personas to address the changes in buying behaviors beginning to occur.  The focus shifted to informing customer strategies, which best fit, the goals of buyers. The Question The question I get asked occasionally when helping people is this: after a…

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Tony
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Up Your Game On Buyer Insight Research For Quality Buyer Personas

What has become abundantly clear to is this: understanding your prospects and customers is essential.  B2B companies who outperform their competitors are doing so with deep insights into how their buyers are behaving.  More importantly, learning the “why” of the behaviors driving their customers and prospects to make a purchase decision. Behind The Curve Many B2B companies are trying to get out from behind the curve of where their buyers and competitors have advanced.  Struggling to get a clear picture on how disadvantaged they may be.  Realizing practices put into place, even as short as three to five years ago,…

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Tony
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5 Core Components of Buyer Persona Development

What exactly is buyer persona development?  Recently, this question came from several who have “done personas” but have met resistance or disappointment.  Our discussion centered on why the buyer personas developed offered little value. Why No Value? In my conversations helping people, there are two reasons why buyer persona efforts have been met with either resistance or disappointment. Buyer personas are perceived as a customer profile.  A customer profile with a picture offers little value. Sales intelligence is misperceived or misrepresented as buyer insights. These two reasons can result in resistance and disappointment.  While a customer profile can help with…

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Tony
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How To Boost Content Marketing Effectiveness with Buyer Persona Scenarios

(This is part two of a three part series on the use of Buyer Persona Stories™, Buyer Persona Scenarios™, and Buyer Persona Story Mapping™ to drive effective content marketing strategy.) Understanding what activities buyers perform as they attempt to solve complex problems has been a challenge in the digital age.  The activities of buyers are no longer transparent and it is harder to figure out what activities directly relate to you and their purchase decision.  Yet, in order to be on the same level with buyers, this is exactly what you need to know. In this three part series, we…

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Tony
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How Can We Make Sure Our Buyer Persona Initiative is a Success? (5 Helpful Elements)

When it comes specifically to buyer personas, there have been plenty of questions about how to pull off a successful initiative.  This is one question I typically have been asked when engaged in conversations helping people with questions. It can be a painful question for those who have made attempts in the past only to find they produced little results.  And, left plenty of angst and frustration along the way amongst various departments. This concerns me.  It makes it easy to discount buyer personas as a useful tool.  Easy is the operative word.  They have been presented as easy to…

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Tony
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