Delivering the Right Message to the Right Persona at the Right Time

“The best way to predict the future is to create it”

— Peter Drucker

In a world with a vast wealth of information, scarcity is derived from whatever that information consumes, and it’s consuming the finite attention span of enterprise buyers at an accelerating pace. The combined effect of decreasing the amount of time available to influence a purchasing decision and the increasing competition for a buyers’ attention has created real challenges when selling to the enterprise market. Throwing the proverbial “kitchen sink” at a prospective client in the form of product sheets, white papers, case studies and references all at one time will only confuse the buyer and force them to compare our solution using the lowest common denominator of price.

Throwing the proverbial “kitchen sink” at a prospective client will only confuse the buyer and force them to compare our solution using the lowest common denominator of price.

At Growth Sigma, we recognize the importance of meeting a customer where they are in their buying process. In the Positioning sprint, we leverage our accelerators to develop buyer personas of our key stakeholders across the buyer journey, align messaging and positioning at each stage of the sales process and align our portfolio of marketing initiatives to each tier within our addressable market.

As positioning is about standing out from the noise and differentiating from the competition, we’ll strive to address and institutionalize answers to the questions below, among others.

Key Positioning Questions

Who are our key buyer personas and how do we maximize engagement?
What are the key goals and objectives of our positioning at each stage of the buyer journey?
How do we align marketing programs and campaigns to our addressable market?