Large buying teams and mixed constituencies make it more difficult to sell effectively. Buyers are people first, buying team members second which causes emotion-based goals influence buying decisions.
IDG Connect’s emotional and buyer personas research has found that emotion plays a critical role in the decision making process.
This infographic outlines:
- The 3 distinct persona types in buying teams
- Why it pays to arm to the advocates
- 4 Steps to leverage emotion in your persona pursuit