Understanding sales prospects: The complexity of buyer's journey [Video]

Buyers are 80% of the way through the purchasing decision before they speak to a salesperson, leaving little time for sales to influence their choice. Therefore, your marketing and your brand are more important than ever.

Gaining deep insights into buyer behavior is a necessity for today’s highly competitive seller market. A well-crafted core business proposition can easily place you on your buyers’ map.

But it’s not always necessarily plain sailing. While designed to bring a whole host of benefits, there are times when personas fail - but when is this the case, and more importantly, why?