Use buyer personas to arrive at a more accurate forecast

01/17/2013 | Sales Benchmark Index

If your company's sales forecasts tend to be way off, using a persona-based approach could help you fix the problem, writes Patrick Seidell. This involves assessing the different types of people who buy from your company based on their job titles, preferences and other factors. "You can't forecast future sales if you don't know who buys, how they prefer to buy and why," he writes.

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