Many buyer personas lack the breadth and depth of insight that is needed to establish the persona as an authority on the decisions marketers need to make. So nothing changes. An insight, by definition, reveals new information. It’s something you don’t already know. It’s only through a real-time dialogue, through listening to each buyer’s story and posing questions based on their answers, that you can ferret out new insights: What triggers the buyer’s engagement, his barriers to purchase, or which criteria the buyer uses to evaluate competing solutions – to name just a few of the insights that actionable buyer personas reveal. Buyer personas based on surveys or existing data are built in an echo chamber where the same theses are endlessly repeated We created this infographic to make it easy to for marketers to explain buyer persona best practices to others. Thank you for sharing it with as many people as possible.

1. “Regulations in our
industry just got a lot
stricter. We needed a more
reliable way to prove that
we were complying for
audit purposes.”
“Our goal is to
eliminate human
processing errors in
client contracts so that
we reduce our legal
exposure.”
44% 29% 27%
have buyer
personas
will in next
12 months
no buyer
persona
HOW TO CREATE INSIGHTFUL & ACTIONABLE
BUYER PERSONAS
5 Rings of Buying Insight™ reveal buyers in the
CONTEXT OF THE DECISION YOU WANT TO INFLUENCE,
eliminating irrelevant data and reducing the number of buyer personas.
The number of
marketers who use them
EFFECTIVELY is not.1
BUT
Knowing your buyers is key to making informed sales and
marketing decisions. That’s why organizations are increasingly
making buyer personas a strategic priority for their organization.
But to get maximum value out of your buyer personas, you
need to think about how to build them. Here’s why:
1 ITSMA Survey: Increasing Relevance with Personas and B2I Marketing, March 2014
2 “The B2B Customer Decision Journey: The Route to Increased Sales,” Forbes Magazine.
©2014 Buyer Persona Institute. 5 Rings of Buying Insight™ is a trademark of Buyer Persona
Institute. Licensed under Creative Commons Attribution.
The INTEREST in buyer personas is growing
Buyer personas
are not all
created equally.
Out of the three popular methodologies,
ONLY INTERVIEWING BUYERS tells you something you don’t already know.
0% Extremely
15% Very
83% Somewhat
2% Not at all
HOW
EFFECTIVE?
1 2
3
Consult Internal Stakeholders Leverage Familiar Tools
INTERVIEW REAL BUYERS
SOURCE: Sales team, product/marketing
team, customer support team, etc.
PROS: Fast and simple; makes it easy to
leverage existing knowledge
CONS: Provides a limited and
recycled view of what you
already know about your buyers;
no new insights
SOURCE: Buyers who recently evaluated
your solution or your competitors’, etc.
PROS: Provides in-depth and non-obvious
details about how, when and why buyers
make the decision you want to influence
CONS: Requires strong listening and
interviewing skills
SOURCE: Online surveys, social media, web
research, analyst reports, web analytics, etc.
PROS: Low cost, statistical data, validates
existing opinions
CONS: Misses offline buying
behavior; focuses on historical
behavior and responses to
internally generated questions
If you don’t, you may
be heading in the
WRONG DIRECTION
at great cost to your
organization.
40%70%
Sales EffortsMarketing
Budget
HAD NO IMPACT
ON THE BUYING
DECISION
HAD NO IMPACT
ON THE BUYING
DECISION
Interviewing real
buyers led one CMO to
an astounding discovery –
current marketing and sales
spend wasn’t working:2
PRIORITY
INITIATIVES
SUCCESS
FACTORS
PERCEIVED
BARRIERS
THE BUYER’S
JOURNEY
DECISION
CRITERIA
Reveals why some
buyers make your
solution category a
strategic priority while
others choose the
status quo.
Reveals what
buyers expect
to change after
implementing
your solution,
and why.
Reveals why some
buyers wouldn’t
perceive your
company or
solution as their
best option.
Reveals what
criteria buyers use
to evaluate solution
options and make
a purchasing
decision, and why.
Reveals which
buyers are involved
in the decision and
what resources they
trust to guide their
decisions.
“Despite what
all the vendors were
saying, we didn’t find it
to be more cost-effective.
So we decided to
do nothing.”
“It has to be easy to
use. That means being
able to complete the online
transaction without having
to download and install
any plug-ins.”
“Anything that
can help me to create
the business case and
demonstrate ROI to
my executive team is
really helpful.”
The insights you gather from buyer interviews are HIGHLY ACTIONABLE.
You’ll know precisely:
WHO
you need to
persuade within
the buyer’s
organization
WHAT
information
they need to
make their
purchasing
decision
WHEN
buyers are
most likely to
be receptive to
your message
WHERE
to reach
buyers with
your marketing
content
HOW
to create a
persuasive
argument for
purchasing
your solution
WHY
your marketing
and sales plan
is the best
course of action
THE BIG PAYOFF FOR MARKETING:
RESPECT
By channeling the buyer’s authentic voice – clearly, accurately and
persuasively – the buyer persona gives marketing the confidence to say,
“This is what really matters to our buyers. So here’s the plan.”
SHARE THIS INFOGRAPHIC: PRESENTED BY:
Adele Revella, President, Buyer Persona Institute
Gordana Stok, Buyer Persona Institute Certified Practitioner
Learn more about Buyer Personas.
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