Selling Cloud, IT, and Telecom in the Midst of an Avalanche
Earlier this month I completed Mountain Alpine Guides’ Level 1 Avalanche Course in Bozeman. It was three days of classroom instruction coupled with field session in the backcountry of Hyalite Canyon and areas in Yellowstone National Park. And, well, it was awesome! Those that know me well, however, know that the classroom instruction part was … Continued
Everyone is not your customer (or partner): Why cloud service providers need to create personas
When you go into business, one of the first things you realize is that everyone is NOT your customer. This concept seems simple to grasp, but it’s harder in practice. One way to be more targeted and compelling in your sales and marketing efforts is to develop buyer personas. Buyer personas are ‘fictional’ characterizations of … Continued
Understanding the Marketing Funnel Stages and Why it Matters
The marketing funnel is made up of several stages through which would-be customers move from first awareness of your brand to post-sale evangelism. It’s essentially the process of converting a visitor into a paying customer. One of the hardest challenges in any business is having your marketing team and your sales team on the same … Continued
Creating Buyer Personas That Improve Content Conversion Rates
An essential step in developing a B2B marketing strategy is identifying your target audience. In the marketing world, we refer to these different audiences as “personas.” A buyer persona is a fictional, generalized representation of your ideal customers. Depending on your business, you could have as few as one or two buyer personas or as many … Continued