BuyerDNA is an evolutionary new theory designed by inside sales experts to help elevate your sales plays through the use of data.
As any successful sales rep will know, the key to performing well is persistence and the ability to adapt. There is no one-size-fits-all approach to inside sales, and this should be reflected in your strategies. At InsideOut, live experimentation and testing is fundamental to everything we do, leveraging data to formulate and refine sales messaging and touch patterns. BuyerDNA is a crucial element, giving sales reps the insight they need when devising new sales strategies.
This blog will explain what BuyerDNA is, how to create profiles using this methodology, and how it can help boost the success of your sales messaging and touch patterns.
What is BuyerDNA?
Where did the idea come from?
In the world of sales, there are myriad methodologies when it comes to prospecting, many of them based on buyer psychology and assumptions surrounding particular demographic factors.
At Inside Out, we have pioneered a data-driven approach to better understanding prospects, providing actionable insights to help workshop those winning sales plays. If you’re an experienced salesperson, you should already be familiar with ideal customer profiles (ICPs) and buyer personas, perhaps using them to tailor your own sales messaging and touch patterns.
ICPs generate profiles based on factors such as company’s budget, revenue, and size, as well as the industry they operate in, their geographic location, and any legal reasons that might limit their potential customer base. In creating an ICP, you already have plenty of information to help better customize your sales outreach efforts.
Meanwhile, “buyer personas” attempt to create character-like personas or “a semi-fictional representation of your ideal customer or target customer”. Instead of dealing with raw facts, this process encourages you to investigate elements such as the behaviors, goals, and motivations of your prospects. By doing this, you can equip yourself to better personalize your messaging.
What does InsideOut’s BuyerDNA methodology do differently? We fuse together elements from both ICPs and buyer personas, supporting knowledgeable assumptions with data and analytics from your sales and marketing. In doing so, we can hone our focus and eliminate guesswork, providing a living asset for your inside sales team – one that can react to the constant change in buyer behaviors.