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Effective B2B Sales Persona – Who will be the internal champion for your next big deal?

Best Effective B2B Sales Persona– A New Approach “Client Organisation Influencer (COI) © Persona”

The toughest part of generating B2B sales is “qualifying” a lead. You'd have identified various stakeholders in the organisation you're trying to sell to, such an internal champion for the purchase and the position holder who makes the final sign off. Circumstances need to match too, the target organisation would need to benefit from this purchase and an internal political environment that would make the purchase possible is also essential.

Who will be the internal champion for your next big deal?

- A champion can be someone in the organisation you're selling to who stands to receive the most benefit when the deal is sealed. There are many other intrinsic motivations that they might have to champion your deal. It might be personal, it might be related to the internal company landscape, or it might be related to their relationship with other key stakeholders within the organisation.

B2B personas is your compass needle to identify an internal champion for your sale. Having a champion makes the sales process effective and efficient. The champion for a sales lead is the most critical element for B2B sales, they'll bring you in and they can follow through with you till the contract is inked.

Client Organisation Influencer (COI) © Persona is a methodology that enables B2B sales teams to quickly identify the most suitable and highest potential stakeholders within the industry to be a champion for a next sale.


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Ceresus BV Consultants are on the front lines, working in markets like India, Vietnam, Japan, Uzbekistan, Netherlands, Germany, USA, etc. Our consultants share their ground level observations to ensure the advancement of your business.

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