You may think you know who your prospects are. But do you truly understand how to connect with them and close the deal? If not, your sales prospect persona profiles can help.
Don’t get it mixed up—these are not the same as traditional buyer personas. The main difference lies in how they are developed. Buyer personas are built on demographic and firmographic details, like job titles, job roles, management levels, industries, and company sizes, along with their challenges and pain points. During this process, people also talk to their marketing, sales, finance, and client services teams. Afterward, they review their existing data to confirm their findings. The final result is a clear understanding of who your ideal buyers are and how to engage with them.
In contrast, sales prospect persona profiles are based on the similarities you notice after countless conversations.
Here are a few common scenarios to consider:
- You’re hearing, “Ask me again in six months”
- You’re coordinating with 5 or more people
- You’re trying to answer tough questions
We’d be surprised if you haven’t encountered at least one of these issues. And given the time of year, it’s especially important to address them. After all, the end of the month is almost here, and Thanksgiving cuts significantly into your phone time. It’s difficult to close deals in December, as well, since so many people take off for the holidays.
With this in mind, the experts at ZoomInfo put together an infographic, which outlines 5 common types of sales prospect personas and how to sell to them.
Learn more about how sales prospect persona profiles can help your efforts in the infographic below:
View the infographic here.
View the original infographic on the ZoomInfo blog.
Would you add any additional sales prospect persona profiles to this list? Let us know in the comments below!