Mark Osborne explains how to build buyer personas that go beyond demographics to capture decision makers, influencers, and champions. Understanding each role's personality traits and motivations lets you anticipate what they actually care about and talk to them accordingly.
One of the ways that we really help them, you know, sort of overcome that sort of lack of empathy is to really build out, all right, let's really think through the sort of buyer personas of the different decision maker or influencer or champion that you might be working with. And not only to think through like, how are they different from a personality perspective, but like, what are their personal and professional wins?
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