Who are the people within your ideal prospects that are most likely to suffer from the problems you can solve, and be prepared to initiate and champion the search for a better solution? What sort of roles are they typically performing for their organisation, and what sort of titles do they carry on their business cards? Who are they likely to turn to for advice when they recognise that they need help?
Then, once the buying decision process gets underway, which operational, financial and technical stakeholders are likely to get involved, and at what stage? How can you anticipate and address their likely issues, concerns and motivations at each stage of the buying decision process? How do their priorities typically change through the cycle?
Most high-value complex B2B buying decisions involve multiple stakeholders - some of whom you may never gain access to. Building key stakeholder profiles (sometimes also known as buyer personas or customer archetypes) allows you to generate sales tools and marketing collateral that anticipates and proactively responds to their information needs.
What sets us apart?
We help our clients to step into the shoes of the key stakeholders in their prospect’s buying decision process, and to see the world through their eyes. Using techniques like Voice of the Customer studies, we help them anticipate and address these stakeholders’ most common issues, questions, concerns and motivations at each stage along the way - and make them want to learn more, and to drive the buying process forwards.
Find out more
If you would like to find out how we could help you to identify your key stakeholders - and to identify with their issues, concerns and motivations, please contact us here or call us today on +44 118 975 0595. Or you’re not yet ready to have a conversation, we encourage you to stay in touch by subscribing to our blog.