buyer persona

Welcome to another episode of Two Tall Guys Talking Sales with your hosts, Kevin Lawson and Sean O’Shaughnessey. In this riveting episode, we take a deep dive into the often talked about but seldom mastered topic: Buyer Personas. Whether you’re listening on a Tuesday drive back home or on a Wednesday morning commute to work, this episode is packed with actionable insights to set you up for the rest of your week, month, and quarter. Tune in to find out how to create accurate buyer personas that can help you make smarter sales and marketing decisions.

📝 Key Topics Discussed:

Defining Buyer Personas: Kevin and Sean explore what a buyer persona really is and why it’s crucial for sales success.
The Importance of SWOT Analysis: Kevin explains that creating a buyer persona isn’t a one-off task; it begins with understanding your SWOT (Strengths, Weaknesses, Opportunities, and Threats) analysis.
Ideal Client Profiles & Unique Selling Proposition: Why understanding these can help fine-tune your buyer personas.
Digging into Demographics and Psychographics: How to gather and utilize this data to develop detailed buyer personas.
Quarterly Business Reviews (QBRs): Sean shares insights into who should be involved in these reviews and the type of questions that can help enrich your buyer personas.

🗨️ Key Quotes:

“If you’re out there and wondering how to get this process started, thinking that you’ve already done a SWOT analysis…now’s the time to talk about buyer personas.” – Kevin Lawson
“Salespeople are valuable. Salespeople are important to the sales process. And it is your job to teach your company about your customers.” – Sean O’Shaughnessey
“Salespeople are great people day in day out. We shouldn’t have to pay a tax because of bad salespeople doing bad things in the marketplace.” – Kevin Lawson

📚 Additional Resources:

🎧 Why You Should Listen:

Crafting an accurate and effective buyer persona isn’t just a task; it’s an art. This episode provides not only the theory but also the actionable steps you can take to create buyer personas that resonate with your target market. From initial concepts to understanding your customer needs during a QBR, Kevin and Sean have packed this episode with tools you can use immediately. Listen now to avoid the pitfalls and fast-track your way to sales success.

Ready to revolutionize your sales approach? Hit that download button and tune in now! 🎧

In this thought-provoking podcast, hosts Kevin Lawson and Sean O’Shaughnessey dive into the challenges salespeople face when their sales process doesn’t align with the buyer’s journey. Using the example of a beer industry manufacturer, they explore the difficulties encountered when dealing with prospects who are only interested in the price and user count and how this can lead to feeling like a commodity. This insightful discussion underscores the importance of adapting to the buyer’s journey to sell more effectively.

As the conversation continues, Sean and Kevin emphasize the need to understand the buyer’s process, from recognizing the signs of a good prospect to determining the right time to buy. They highlight the importance of asking the right questions, listening to the buyer, and identifying their current position in the evaluation process. The hosts also discuss the concept of commercial teaching, which involves meeting prospects at their level of knowledge about the industry, solution, or product.

In addition, the duo addresses the challenge of long sales cycles and the factors that contribute to them, such as not understanding where the buyer is in their journey or not setting up for success earlier in the sales process. They encourage salespeople to be self-reflective and analyze their pipelines, identifying deals that may be stuck or taking longer than expected due to a lack of alignment with the buyer’s journey.

Furthermore, Kevin and Sean touch upon the importance of knowing the buyer persona, recognizing that different people within an organization have different perspectives and needs. By understanding the type of person you’re speaking with, salespeople can connect more quickly and effectively.

The podcast concludes with a challenge for salespeople to be introspective and consider how they can better align their sales process with the buyer’s journey for improved results.

buyer persona

Two Tall Guys Talking Sales Podcast – Know Your Customer: Mastering Buyer Personas in Modern Sales – Episode 48

📝 Key Topics Discussed:

🗨️ Key Quotes:

📚 Additional Resources:

🎧 Why You Should Listen:

Two Tall Guys Talking Sales Podcast – Understanding and Adapting to the Buyer’s Journey for Sales Success – Episode 33