B2B deals involve multiple stakeholders: decision makers, technical influencers, and end users. Mark Osborne explains how mapping detailed buyer personas for each role helps you target the right people and improve sales effectiveness.
there might be an influencer from a technical side. There might be a champion who's going to be the end user of the product. And all these folks are working together to evaluate and to then select solutions in the B2B space. So when you really take the time to detail that ideal customer profile and then to detail the different buyer personas, avatars of the decision makers, the influencers, the end users,
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