The future of sales may be in buyer personas á la Myers-Briggs, according to ongoing research by MPI and Vantage Strategies and funded by the MPI Foundation. And the possibilities for implementation are staggering. I facilitated a session with Vantage executives Mike Pusateri, Jon Gray and Ken McGill, who reviewed existing research, conducted one-on-one interviews and a field survey of 1,600 respondents in order to create these five planner personas with hundreds of individual traits.
The team has only evaluated a handful of the hundreds of data points collected against the personas such as price vs. service and relationship needs. The final analysis and results will be revealed at IMEX Americas, Oct. 11-13 in Las Vegas. Cool stuff. Details to come.