What is a Buyer Persona and Why Do I Need One?

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20 defining characteristics and 5 uses for buyer personas   Let’s start with a definition. A buyer persona is a character you create. He or she is fictional and meant to represent one of your typical buyers, assuming of course, you have more than one kind of buyer. Why do you need buyer personas? The number one reason you need …

Do B2B Websites Generate Sales? [30 Questions Your Website Should Answer]

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30 questions your buyers want your website (not your salespeople) to answer It’s incredible how many times I still hear things like “Our customers don’t find us online” or “I know I need to have a website, but it doesn’t really have a significant impact on our sales.” The data about B2B buying behavior begs to differ.  In Demand Gen’s …