vmartinez

Looking at the matrix below, what should your client do for leads that fall into the highlighted quadrant?

Have marketing nurture

Avoid investing too many resources

Have sales make immediate contact

Offer group-based resources

 

 

The processes for creating an ideal buyer profile and creating a buyer persona are essentially the same except for one key difference. What is it?

Buyer personas are optional, but every company needs to have at least one ideal buyer profile.

Ideal buyer profiles are static, but buyer personas need to be continually updated.

Ideal buyer profiles only includes demographic information, while buyer personas should include information about a person’s goals, fears, and challenges.

Buyer personas should be created primarily by the marketing team, while ideal buyer profiles should be created primarily by sales.

 

 

True or false? If your client sells into multiple industries, they should have an ideal buyer profile for each.

 

• True

 

• False

 

Looking at the matrix below, what should your client do when prospects fit into the highlighted quadrant?

(Same questions with different answers, depend of the image)

 

Have sales make immediate contact

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

 

or

Have marketing nurture these leads

Offer group-based resources

Avoid investing too many resources

Hand off to sales and have sales make immediate contact

 

 

or

Have marketing nurture

Offer group-based resources

Avoid investing too many resources

Have sales make immediate contact

 

Which of the following is NOT a good criterion for an ideal buyer profile?

Geographic location

Size of company

Industry or vertical

Job title