Buyer Persona
Quick definition
A semi-fictional profile of your ideal individual buyer, based on market research and real customer data.
Detailed explanation
A buyer persona goes beyond demographics - it's a detailed profile of the person making buying decisions. It includes their role, responsibilities, challenges, goals, information sources, and decision-making process. In B2B sales, you often deal with multiple personas (economic buyer, technical buyer, end user), each with their own motivations and objections. Buyer personas help you personalize messaging, create resonating content, and sell more effectively by addressing what each stakeholder values.
Synonyms
Examples
Persona: "Growth-focused CMO Clara" - 35-45 years old, responsible for lead generation, struggles with attribution, reads MarketingProfs and attends events, has €50-200K budget, reports to CEO.
Persona: "Practical IT Manager Mark" - 40-55 years old, handles implementation, wants reliable vendors, focuses on security and integrations, involved in evaluation but not the final decision-maker.
When to use this?
Use buyer personas to tailor your marketing content, sales messaging, and product positioning to specific stakeholders. They are especially valuable in complex B2B sales with multiple decision makers.
Match-day approach
Match-day helps you develop data-driven buyer personas through customer interviews, deal analysis, and win/loss reviews. We create persona-specific sales plays and messaging frameworks, so your SDRs and AEs know exactly how to approach each type of stakeholder.
Learn more
Wil je weten hoe je buyer persona effectief inzet in jouw organisatie? Neem contact op met Match-day.
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