Whoever does the best job of instilling that trust in the buyer usually wins the business. Personas are not mere theoretical constructs of potential buyers or roles; rather, they provide a ...

One way of understanding your customers is to craft fictional representations of them. Those representations are known as buyer personas. Buyer personas are an integral part of not only a marketing ...

One of the major challenges in B2B selling is securing face time with busy decision-makers. Many salespeople fail to achieve this because they are "Dead on Arrival" (DOA) the moment they initiate ...