STEP 01 · Know your customer
Persona development
Not a demographic sketch. A working portrait of every person who has to say yes, built from talking to them.
Where this sits on the journey
See the full journeySTEP 01
Know your customer
3 products
STEP 02
Prepare the sales team
3 products
STEP 03
Open doors and build connection
3 products
STEP 04
Evaluate
2 products
What this is
We interview your customers, your lost prospects and your own team, then build personas your sales team actually recognises in the room.
Most personas are written from the inside out: a guess about who buys, dressed up in job titles and firmographics. Ours start with conversations. We speak to the people who bought, the people who nearly bought and the people who chose someone else, and we come back with what each one was really weighing up: what they are accountable for, what a win looks like from where they sit, and what would get them fired. Where several people have to agree, we map the whole buying group and how they argue it out internally.
Buyer interviews run by us: people say things to a third party they would not say to you.
What you get.
01
Buyer interviews
Ten to fifteen conversations with customers, prospects and lost deals, run by us, so people say what they would not say to you.
02
A persona per decision maker
One page each: what they carry, what they fear, what they need to hear, and the words they use for it.
03
The buying group map
Who decides, who influences, who can quietly kill it, and how they talk each other into a yes.
How it runs
What changes
Your team stops selling to a job title and starts talking to a person whose problem they can describe out loud.
In practice: A $49M win in life sciences AILet's talk about the deal you are trying to win.
Bring us one live deal and we will look at it together. No pitch, no obligation.
Get in touchThe rest of the programme