Persona Development & Targeting

Sellers that deeply understand their customers have more compelling messaging and are able to close more deals, faster, and at a lower selling cost.

What is Persona Development & Targeting

Persona Development & Targeting is a systematic, data-driven approach to identifying the best types of leads that close faster and at a higher rate. It enables sellers to focus their limited sales and marketing resources on those that are most likely to buy, thereby predictably growing sales while keeping cost of sales low.

Why Persona Development & Targeting is Critical

A 2018 CSO insight found that cost of sales (sales & marketing costs compared to revenues) has steadily climbed by 53% of what they were in 2011 when they first started tracking.

As buyers become more difficult to reach by phone or email, sellers have reacted by spending more—hiring more, attending more conferences, trying different sales and marketing tools, and so on.

What most sellers have not really done is to better understand their best customers, how to reach them, what messaging works, and how to nurture them through a sales journey and convert them into a customer.

Persona Development & Targeting enables sellers to focus their limited sales and marketing resources on those that are most likely to buy, thereby predictably growing sales while keeping cost of sales low.

Why SOMAmetrics?

SOMAmetrics is a revenue-focused marketing agency, which means we use best practices in B2B marketing to significantly impact revenue growth.

Today’s buyers are mostly young and highly digital, preferring to complete most of their buying journey digitally before even talking to a sales rep. The COVID-19 pandemic has only deepened this trend of going deeper into the buying journey over digital media.

In all our client engagements, our emphasis on highly targeted digital campaigns starts with Persona Development and targeting.

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