You’ve heard of buyer personas before. These are the little profiles that sales lead generators use to categorize different prospects. This makes it easier to predict exactly what a customer might be looking for. It makes for faster qualification process and it serves as a springboard for speculating future customer demands.
Still, sometimes you can have one too many because you’ve grown to have so many different kinds of B2B customers. Could it be high time to cut down on the categories and maybe start mixing them up?