Marketing and Sales Challenges
Many organizations around the world devote much of their time and resources to developing and fine-tuning their products and their product delivery process that they fail to focus on the fundamental business and marketing success factors – the customer and communicating the value proposition. According to a Frost and Sullivan marketing priorities survey, the key marketing challenge is developing a compelling value proposition. The survey stated, “Marketing executives tend to guess why customers buy.”
According to a study by Sales and Marketing Management, over 60% of marketing and sales people surveyed identified ‘inability to differentiate value’ as their number one concern. The number one inhibitor to sales success is the inability of the sales person to communicate company value, according to a study conducted by Sirius Decisions.
Strategies and Tactics to Influence Buyer Behavior and Boost Response
Persona Marketing
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The Persona Marketing System . . .
incorporates neuromarketing, behavioral research, principles of persuasion and psychology to develop strategies that help you boost response and influence buyer behavior. We achieve this through a proprietary process and methodology called Personagraphics.
Personagraphics helps you identify your ideal clients and why they are the best clients to buy your product or service. By understanding your buyer’s thinking and buying motivations, you will be able to make better decisions. Here are two services below that will improve the overall buyer experience to drive better results:
Personagraphics Buyer Profiling Model Overview
• Build a buyer persona profile model
• Buyer insight analysis
• Map out the buyer’s journey
Personagraphics Messaging Overview
• Develop a compelling value proposition
• Create a customer experience touchpoint map
• Build a messaging framework for a brand story
The Conversion Sequence
The Conversion Sequence is a comprehensive coaching program that guides you through the Personagraphics process and provides you with sales enablement tools to help the sales team close more deals.
Marketers, sales managers and business professionals can create sustainable differentiation and improve overall marketing results by utilizing persona marketing as the core of your marketing and sales efforts. The buyer should be the focal point, not your product/service. The buyer determines value, so why not get a better understanding of your buyer’s mindsets and behaviors.
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