5 Things You Need to Know About Your Buyers That Will Give You a Competitive Edge

Knowing your buyers is essential for building a persuasive case to purchase your solution instead of your competitor’s. But if your understanding of buyers is based solely on information gathered from your sales team, product marketing or other internal stakeholders, then you only know part of their story.

INFOGRAPHIC: How To Create Insightful and Actionable, Buyer Personas

This infographic compares the pros and the cons of the three popular methodologies for creating buyer personas, and explains why interviewing your buyers is the most powerful method for capturing new and actionable insights that will give you a competitive edge.

Click here to download a PDF version of the infographic.



Bridging the Gap Between What Buyers Care About and Your Content

I recently completed another buyer persona project for a company where I interviewed business executives about their purchasing decision around a mature and highly competitive, solution category. My goal, as with all the interviews I conduct, was to capture insights on what triggered buyers to look for a new solution provider and why they chose the solution that they did.