How sales teams can use Personas to sell

So you’ve got one piece of the puzzle solved – your marketing team has come up with buy personas. The next question is: What are you going to do with that information? Is it going to sit on your desk for the next six months or get pushed to the bottom of the pile – or are you going to make good use of that information?

Use them the right way and personas can be a huge leg up in every angle of your company, especially with your sales team. Marketing already knows how to use them to their advantage – does your sales team? Keep these ideas in mind and hand them out to your sales team to use personas to boost sales:

Right off the bat, your sales team can use the specific phrases and words plucked from your personas. This way, they can be sure that they are echoing the exact same words, tones, and voices the customers’ use. It’ll show they’re professionals and on the same page as everyone else in that specific industry.

They can also use the personas to help understand the various channels each audience member prefers. That way, they can alter their outreach depending on how people like to be communicated, whether it’s via phone calls or through email. But when they are doing discovery calls, personas can help uncover the priorities and what should come first. This way, they will know the top-of-the-line, critical problems organizations are dealing with.

Another way your sales team can use personas to sell better – it can give them a better idea of the actual buying committee. They can uncover what these people care about (and what they don’t) and what formula they need in order to seal the deal.

There’s a surprising area you might not have thought of yet. We all know the cost and frustration of training, especially if a new employee doesn’t stick around. Having a clear-cut persona can get people on board a lot faster. Include it I your training materials so newly hires will know from day one what they need. It’ll help them start meaningful conversations as they are equipped with the right knowledge right from the start.

Finally, having a buy persona can close that big gap between marketing and sales. If you feel like your marketing and sales team are on two totally different pages, you aren’t alone – it’s a universal problem. But when both marketing and sales realize they are all working toward the same goal, with the same target audience, it will bridge that gap, so everyone can work together.

Making your sales team understand the importance of buyer persona can be one of the most difficult aspects of your job. If you want to take the headache out of it, try a company like Persona Builder. Not only do they help you define your target audience, but they assist in marketing and sales, too. The company will get everyone on the same page, as everyone will now have the same exact goals.

Narrow Audience Targeting
Why is culture so important to a business? Here is a simple way to frame it. The stronger the culture, the less corporate process a company needs. When the culture is strong, you can trust everyone to do the right thing
We have a culture where we are incredibly self critical, we don’t get comfortable with our success.
You have to stay true to your heritage; that's what your brand is about.
The culture is your brand.
Strategy follows people; the right person leads to the right strategy.
Strategy is a system of expedients... It is the art of acting under pressure of the most difficult conditions.
Strategy is about making choices, trade-offs; it’s about deliberately choosing to be different.
Strategy without process is little more than a wish list.
The essence of strategy is choosing what not to do.

Join our mailing list.

* indicates required

Ready To Try Your Free Account?

Build a smarter growth strategy.
Bring your vision to life.
Your company's next level awaits.

Ideal Customer Profile

What is An Ideal Customer Profile and Why Do You Need One?

In the past, market experts have emphasized the concept of settling for realistic goals rather than idealistic ones. This means that marketers have historically set achievable objectives and tapered their expectations in an attempt to minimize losses while maximizing their wins. Though this is undoubtedly good advice, there are times when it pays to be

Rockefeller Habits

What Are Rockefeller Habits and How Businesses Can Implement Them

The “Rockefeller Habits” are among the most regarded business strategy frameworks that have been practiced by numerous executives and entrepreneurs for the last 2 decades to make their businesses flourish.After reading the biography, “Titan: The Life of John D. Rockefeller, Sr.,” Verne Harnish, a business coach and the author of “Scaling Up,” became inspired to

Strategic Planning

Top 10 Strategic Planning Books

          Are you looking to master the strategic planning process? Well, Breakthrough has got you covered! Check out our top 10 must-read books on strategy that will guide you to develop a killer strategic plan for your business or company: Strategy Safari by Henry Mintzberg, Joseph Lampel & Bruce Ahlstrand As

Morning Breakthrough

Morning Breakthrough: What are BHAGs?

Oh, hey, you must be here to hear about BHAGs. BHAGs are Big Hairy Audacious Goals and they’re really meant to be something that you can define that will get people excited towards a common goal. Different than usually mission statements or quarterly goals that set, but don’t get people as excited. BHAGs are meant

Morning Breakthrough

Morning Breakthrough: Avoid Vanity Values

When it comes to core values, what we don’t want to do is make them vanity values. And what I mean by that is a lot of times people will create core values that are something they want to have the outside world perceive about them, but really have no meaning internally. What we want


How Does Brand Voice Affect Your Marketing Strategy and Conversion Rate?

During the past few decades, consumers have become more engaged with what they see and learn online than by those more traditional media forms like TV, newspapers, and magazines.While all communications are important, marketers can now present their “voice” directly to individuals and specific market segments through social media channels and interesting content marketing.A brand