Ask a B2B salesperson what they think about buyer personas and in most cases, they'll be dismissive of their relevance.

How does a semi-fictional profile of their ideal customer based on predictable demographics help them? Well, they don't.

The typical buyer personas created or used by many marketing teams are too generic and don't focus on how and why customers decide and buy.

Fear not my friends,  Adele Revella is on hand to help us.

Adele is the Founder and CEO of The Buyer Persona Institute, and these guys sure do know how to do it properly.

Adele and her team have created thousands of buyer personas over the past 10 years, many for some of the world's largest tech companies.

Their approach results in buyer personas that help sales teams and Adele shares her 5 Rings of Buying Insights with us in the podcast.

Before recording with Adele, I read her book which is aptly named Buyer Personas. This was written to help marketing teams and includes all of the necessary templates and techniques to enable them to capture more insightful information.

So why are we covering this on a sales podcast? 

Because sales teams need to understand how different functions within their customers/prospects decide and buy and they need to work hand in hand with marketing to develop an effective persona creation strategy.

Listen to the podcast, we're sure it will be a good use of your time.