Often B2B sales are lost or missed through simple perception gaps: misunderstood needs, mismatched priorities, failures of communication, ... If only your salesmen could read their buyers' minds? The technology isn't there yet but the next best thing is a Buyer Persona. This white paper presents an up-to-date overview of the "dos" and "don'ts" of creating and using Personas to grow your business, better understand your existing customers and apply a laser-like focus on finding and satisfying new customers.
"The most expensive market research you can do is to launch the product"
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