Crafting Ideal Prospect Personas Crafting Ideal Prospect Personas
SIA Coaches
Author
Predictable Revenue
  • Description
  • Syllabus
  • Coach Information
About this course

Want to multiply your results by having more meaningful conversations that advance potential buyers? A robust prospecting plan is the answer! This course will help your sales team build ideal prospecting personas that will advance your pipeline.

Sales is all about maintaining control of the plan, the process, the journey, and certainly the conversation. This course will teach you how to build a profile for your ideal prospects, from influencers to purchasers of your product or service.

You'll get the most value out of this course if you have a prospecting persona in mind that you would like to refine.

This course has been designed for Prospecting Leaders/Managers (SDR Team Leads to VP of Sales Development)
What impact this course will have
  • You’ll understand the difference between Marketing Personas and Prospecting Personas.
  • You will acquire the building blocks needed to create a succinct and useful Prospect Persona.
  • You will know what data needs to be collected to make sure you’ve got the right Ideal Prospecting Persona for your business e.g. Core Value Proposition, Primary Objections, Professional Objectives.
  • You’ll have reviewed the Megan-The-Marketer Prospect Persona Profile and be able to build a multi-touch sequence.
Syllabus
September 13 2021
1/3
Class 1 | The Use of Prospect Personas for Sales

 

By the end of this class, you will be able to…

  • Understand why Prospect Personas are important
  • Know where to find Persona profiles in your company or practice
  • Review the Prospect Persona schematic
  • List key differences between Prospect Personas and Marketing Personas
September 15 2021
2/3
Class 2 | Collecting data for, and building your Prospect Persona Profile

 

By the end of this class, you will be able to…

  • Know where to look for key persona insights
  • Focus on key prospect persona knowledge blocks
  • Put it all together – construct intentional sales conversations that resonate
September 20 2021
3/3
Class 3| The Prospect Persona in action - a multi-touch sequence built for Megan-the-Marketer

 

By the end of this class, you will be able to…

  • Meet Megan-the-Marketer
  • Understand Megan’s Intentional, Action-Oriented, Sales Conversations
  • Understand Megan’s multi-touch, multi-channel sequence
  • Understand the results of the Megan-the-Marketer campaign
Coach Information
Author
Predictable Revenue
​Marylou is a renowned sales process improvement expert, #1 bestselling author of "Predictable Revenue" and "Predictable Prospecting", and CEO of Strategic Pipeline. She has helped businesses like Apple, Bose and UPS consistently grow revenue by...