Crafting Ideal Prospect Personas Crafting Ideal Prospect Personas
SIA Coaches
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.
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.
Class 1
The Use of Prospect Personas for Sales
  • Why Prospect Personas?
  • Where Personas are Found in Your Company & How They Are Used
  • The difference between Marketing Personas and Prospecting Personas
Class 2
Prospect Persona Building Blocks
  • Review of the Ideal Prospect Persona Schematic
  • The Influence Map
  • Professional Objectives (Pains & Pride)
Class 3
Collecting Data for Your Prospect Persona
  • Information Gathering – Internal & External Sources
  • Information Gathering – Professional Objectives
  • Information Gathering – Core Value roposition & Primary Objections
Class 4
Building a multi-touch sequence for Megan-The-Marketer - A Direct Influencer
  • Review of Megan-The-Marketer Prospect Persona Profile
  • Roles & Functions, Demographic Data, Key Performance Indicators, Influence Map & Professional Objectives
  • Review of the talk-track (sequence) designed for Megan (8-10 touch sequence)
Coach Information
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...