B2B Buyer Persona Research Archives

January 2, 2024

Case Study – A Plethora of Personas: Using B2B Research to Focus on Who Matters

Imagine if your team had identified over ten different personas who played a role in the buyer's journey. Here's how we conducted IDIs to identify the most relevant persona types our client should target and those they should deprioritize.

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November 2, 2023

SaaS Buyer Personas: DIY or Agency-Assisted?

Marketers who develop their own SaaS buyer personas should be prepared to navigate a series of obstacles that compromise the quality and accuracy of their personas over time.

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How to successfully launch a new product

September 14, 2023

Case Study – Launching a New Product With Buyer Persona Research

Here's how one of our clients used buyer persona research to reveal the marketing and sales approaches that aligned well with an online sales approach.

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September 7, 2023

Case Study – How to use B2B Buyer Personas to Persuade Decision Makers

Here's how one of our clients was able to gain approval from all members of the B2B buying committee with buyer persona research.

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June 28, 2023

Video: Top 5 Types of B2B Market Research

We often get the question: what are the most popular kinds of B2B market research projects? Here's our answer.

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February 13, 2023

Video: B2B vs. B2C Market Research – Key Project Differences

Almost every aspect of a B2B product is different from B2C. Here’s how those differences result in different strategies and approaches when conducting B2B market research.

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December 7, 2022

4 Market Research Studies Every Biotech Startup Needs

B2B market research helps biotech startups get buy-in from investors with insights that help plan for a successful launch and sustained success.

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October 31, 2022

4 Ways B2B Buyer Persona Research Supports the Sales Process

Just as actors rely on their script to perform well in a movie, sales people rely on B2B buyer persona knowledge to understand buyers throughout the sales process.

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October 5, 2022

Video: Why B2B Organizations Need Buyer Personas

Buyer personas are table takes for any B2B organization. These are the times when it is particularly crucial for an organization to procure buyer persona research.

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September 16, 2022

3 Types of Market Research to Benefit Healthcare Cybersecurity Startups

Here’s how market research can help a rapidly-expanding healthcare cybersecurity startup grow in the right direction.

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April 29, 2022

B2B Buyer Persona Research: Truth Over Templates

Are you wasting your time with buyer persona templates? These case studies show how customized B2B buyer persona research can make a difference.

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B2B Buyer Personas: 6 Key Insights to Build Effective Marketing Strategy

October 12, 2021

B2B Buyer Personas: 6 Key Insights to Build an Effective Marketing Strategy

Do your buyer personas lack information to help you create meaningful marketing? Learn how to create a solid marketing backbone with insightful B2B buyer personas.

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April 29, 2021

Is Your Buyer Persona Research Written So You Can Actually Use It?

To be able to unlock the powerful benefits of buyer persona research, you first need to ensure it’s written in a way that your company can actually use.

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April 8, 2021

5 Risks of Conducting Your Own B2B Buyer Persona Research

These are the five greatest risks marketers can make while attempting to conduct buyer persona research on their own.

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March 19, 2021

Mistakes B2B Marketers Make Without Buyer Personas

Buyer persona research is crucial to creating effective messaging and marketing that targets the right people. Without this crucial foundational piece, it’s impossible to set your marketing off in the right direction. Here are just a few examples of where B2B marketers can go wrong without it.

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February 3, 2020

B2B Buyer Personas: Delete the Fluff

Too often, B2B buyer personas rely on obvious or irrelevant info. Instead, they should give real insight into key buying criteria and the buyer's journey.

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August 7, 2019

Hero’s Quest: The B2B Buyer’s Journey

Improve the B2B buyer's journey: flip the funnel, up your LinkedIn ad game, get customer feedback, leverage influencers, & more.

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April 20, 2018

Narcissism: Marketing’s Nemesis

B2B marketing has a vanity problem. Popularity is one thing, profitability is another. Samantha Stone, author of "Unleash Possible: A Marketing Playbook That Drives B2B Sales," shares her thoughts on measuring marketing ROI.

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January 24, 2018

Win-Loss Analysis: 6 Reasons Why You’re Losing Deals

Win-loss analysis from 200+ interviews with B2B buyers. How to avoid common blunders like inflexible pricing, misguided messaging, and bad sales strategy.

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December 1, 2017

People-Centric Marketing: Wisdom From Tom Shoemaker

Tom Shoemaker, CMO of itslearning, explains why customer satisfaction research is essential to marketing strategy.

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November 15, 2017

Coaching Your Channel: An Interview With Steve Smith

Steve Smith, president of GrowthSource Coaching discusses channel sales strategies and other IT Services firm survival strategies.

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November 1, 2017

The Spy Who Wasn’t – Clarifying Competitive Intelligence

What is competitive intelligence? A nuanced understanding of the marketplace in which you and your competitors are situated? Yes. Corporate espionage? No.

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October 18, 2017

This Is Your Brain On Notifications: An Interview With Jill Konrath

Author, Jill Konrath discusses key points in her latest book, “More Sales, Less Time” and taking control of your time with productivity apps.

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October 3, 2017

Mastering The Mid-Market: Lessons In Leadership With Charlie Nooney

CEO of MobiTV, Charlie Nooney, explains how to lead in times of transition, mastering the mid-market transition, and the current state of IPTV services.

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September 6, 2017

Creating The Category – An Interview With Matt Ipri

When a product is the first of its kind, mid-market marketing isn't easy. But, a savvy marketer knows how to create a whole new category for their product.

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July 21, 2017

Failure To Launch Syndrome: Do You Have The Symptoms?

After hundreds of market research projects for B2B tech companies, we know the warning signs that a product will fail. Before your next B2B product launch, make sure you aren’t experiencing any of the following symptoms.

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July 12, 2017

An Open Letter To B2B Sales Leaders

We’ve collected some of the most common mistakes that B2B sales reps make. Here's how to recognize and avoid these blunders.

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February 7, 2017

Customer Insights: You Need More Than Market Segmentation Data

The tech industry is all about market segmentation. Unfortunately, this tendency often leads tech companies to miss a key measurement of success: whether the solution is actually accomplishing the tasks it's being used for.

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September 21, 2016

Key Buying Criteria: The Path to ‘Yes’

Find B2B buyers' key buying criteria to craft better messaging and product development strategies.

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March 18, 2016

After The Sale: 11 Market Research Questions for B2B Customers

You can learn a lot from competitors' customers. B2B market research questions designed to identify opportunities to win buyers back from your rivals.

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February 24, 2016

How to Make Praiseworthy B2B Buyer Personas

What makes B2B buyer personas different than their B2C counterparts? What are the questions that B2B buyer personas need to answer? Those questions and more are answered in this podcast episode.

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December 3, 2015

Make Your B2B Buyer Personas Rock: Tips from Adele Revella

For this episode of the B2B Market Research Podcast, Cascade Insights CEO Sean Campbell spoke with Adele about her book and her approach to analyzing buyer personas.

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