Marketing Quick Tip: Personification


At the end of the day, business-to-business sales is still a people-to-people business! Once you have your IDeal Account Profile, to relevantly market, you need to identify and document the demographic & psychographic commonalities of the people that hold the power to use you.

Use this Persona Profile Report Spreadsheet and only populate with the personas that match your IDeal Account Profile. Next, think about the specific buyer or decision-maker at each account. Document their demographic info like Age, Gender, Job Title & Level of Education. Then, document their psychographic info like Channel Preference, Purchasing Goals, Value Propositions & Unique Selling Propositions that got them to choose you. Finally, marry your IDeal Account Profile with the demographic information, and give it to a marketing partner to pull lead reach reports for available email records, as well as audience counts on Facebook & LinkedIn. Take the psychographic information and use it to craft messaging standards that speak to your target audience and begin implementing it in your sales & marketing efforts.

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