Hello friends,
I was interested to see if any teams have explored decision maker personas/buying styles?
e.g. a year’s worth of calls/content with one decision maker is able produce an insight into how they should be communicated with/sold to
Thanks in advance for any insight.
Best answer by Sunny Huang
Hello Oliver,
Great question - yes, we have at Gong!
We just did an analysis to understand what parts of our platform, what use case, what value prop resonates most with Rev Ops vs Enablement vs Sales.
We created Trackers around different use cases and value props, and created a heat map to what Tracker triggered more in conversations with one persona versus the others.
Sunny
+2Hello Oliver,
Great question - yes, we have at Gong!
We just did an analysis to understand what parts of our platform, what use case, what value prop resonates most with Rev Ops vs Enablement vs Sales.
We created Trackers around different use cases and value props, and created a heat map to what Tracker triggered more in conversations with one persona versus the others.
Sunny
Thank you, Sunny!
In regards to building the heat map, was this created on the platform or after exporting the data and creating it with Tableau/PowerBI?
+2It was after exporting the data! And then using whatever BI solution that you prefer. We do indeed use Tableau.
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