Surveys don't tell me anything I didn't know

My recent post about Dave’s success developing buyer personas generated several requests for help with survey questions. The request is good but my answer isn't a list of questions. If I help you develop a survey, someone will send it out with a web tool, or show up at an otherwise promising venue with clipboard in hand. “Excuse me, sir, but we are about to launch our new supercharged business optimizer. Do you have a minute to answer a few questions?” Uh, no, I don’t think so.

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Topics: Buyer Personas, Market Research

Stop selling and listen!

“We’ve been focusing on selling and just shooting ourselves in the foot.” That’s an exact quote from my phone meeting with Dave this morning. He and I have been working on a project to identify the most receptive market segments and buyer personas for his product. Here’s more of what he told me . . .

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Topics: B2B, Buying Criteria, Market Research, Sales people

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