January 26, 2011

Sales: The 8 Buyer Personas & How to Sell to Them

A while ago at a conference I had dinner with two people. The first, (we’ll call her Janine) I had known since we worked together six years earlier. The second person (Ed), Janine and I had just met.

Janine described a sales challenge she was facing. She’d been working with two prospects at two different organizations, one for over a year and one for almost two. The typical sales cycle is 6 to 9 months, and these were both well beyond. She felt she was nearing a sale with both, but for all she knew, "nearing†might mean a year or two to go.

This is a fairly common sales challenge: The sale looks good, but it’s taking forever. Janine happened to be facing two at the same time.

As we talked, I asked Janine a number of questions. She believed that in both situations the buyers:

Read Full Article Online »

« Return to Business Articles