With marketing busy generating leads and getting the sales process started, where is the plan to engage the sales people and motivate them to work on all of these new opportunities? The reason that most sales launches fail to inspire action and uptake is that marketing and sales people just don’t speak the same language.

This seminar explores the use of buyer personas to align sales and marketing around a compelling premise –both groups can succeed by focusing on the language of the buyer. We’ll illustrate the use of buyer personas to capture and communicate relevant insight about the target buyers’ priorities, problems and attitudes. Learn how to leverage buyer personas to prepare for success at every step in the sales process. When sales and marketing can anticipate their buyers’ questions, concerns and objections, they can confidently develop training and tools that establish the perfect answer to their buyers’ needs.

Watch: Buyer Personas: A Smart Way to Align Sales and Marketing

About the Presenter

Adele is the developer of the acclaimed Pragmatic Marketing seminar, Effective Product Marketing. Attended by thousands of product managers and marketers throughout the world, Effective Product Marketing is a roadmap for those who are lost in a list of tactics and want a way out of the madness. She has consolidated more than two decades of relevant experiences into a process that shows marketers how to think like their target audiences, including buyers, customers and sales people.

In the 1990’s Adele served in executive roles at three technology companies, guiding product management, marketing and sales teams to achieve leadership positions in untapped markets. Her market-driven approach was also heavily influenced by her tenure at Regis McKenna, Inc., the PR firm that defined technology marketing during the 80’s, plus five years running her own market research and consulting firm at the end of that decade.

Adele has a particular focus on buyer personas and writes the Buyer Persona blog.