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Identifying Mastering Personas

<div id="content"><p tabindex="0">Unlock the power of understanding personas in the sales cycle.</p><p tabindex="0">This course equips you with the skills to identify key stakeholders, tailor conversations to their unique priorities, and align WalkMe’s value with both C-Suite goals and mid-level influencers' needs. Learn to bridge the gap between operational pain points and executive objectives, leveraging case studies and strategic insights to make impactful connections and drive results.</p><div class="kalturaVideoLessonWrapper"><div aria-label="" class="kalturaVideoLessonContainer" data-testid="video" id="1_r7mrpzjb"></div></div></div>

Mastering Personas

Positioning WalkMe

Hello, team. Welcome to today's training session on personas. By the end of this presentation, you'll have a thorough understanding of the key players you need to address in your sales cycle. Not only will this help you connect more effectively, but it will also enable you to showcase WalkMe's business value to the right people at the right time. Here's what we'll cover today. What personas are and why they matter to our sales process, who we commonly sell to, from C-suite leaders to their teams, covering their specific pain points. Finally, how to tailor your conversations to align with their goals, whether they are high-level executives or middle management influencers. What are personas and why do they matter? First, what exactly are personas? Personas represent the key stakeholders who influence and make decisions during the sales cycle. They vary based on their roles, responsibilities and areas of concern within their organization. question for you. Why is understanding persona so important in our line of work? Our prospects often middle management, but play a critical role in vetting solutions like WalkMe. Focusing solely on executives could overlook these key influences. Each persona has unique pain points and priorities that directly inform their decision-making. Knowing these allows you to tailor your pitch effectively. Key takeaway? Understanding who you're speaking to ensures you are solving their specific problems and not just offering a one-size-fits-all solution. This is crucial to multi-threading your way to closing business. Now onto the core personas we interact with. These personas fall into two broad categories. C-suite executives and the vital middle management layer that often drives the enterprise's digital initiatives. Let's break down some key players and what keeps them up at night. First we have the Chief Revenue Officer, or CRO, and their sales leadership. They worry about meeting revenue targets, managing accurate forecasts, and minimizing deal cycle inefficiencies. Key pain point, inefficient sales processes and underutilization of tech investments, such as CRMs and CPQs. Then we have Chief Information Officers, or CIOs, and IT and support leadership. They focus on governance, reducing IT support ticket backlogs, and ensuring seamless tech adoption. Main concern? Poor utilization of enterprise tools coupled with high IT overhead. Next up, we have operations leaders such as sales ops and IT ops. These are process-oriented folks. They thrive on efficiency but despise bad data and inconsistent workflows. Biggest headache? Friction in processes that slows down revenue generation or operational productivity. Closely related, we have the sales and enablement teams. They're responsible for empowering sales reps with tools and training. Critical pain point? Low adoption of sales tools and inefficiencies or delays in onboarding. That brings us to application owners or product managers. They ensure platform effectiveness and manage user experience across the organization. On their minds, how to drive platform adoption while minimizing manual errors and creating a seamless experience. While we aspire to sell directly to the C-suite, our primary focus is often on the personas who report to them. These middle-layer influences are the ones vetting vendors and solutions to align with their executives' objectives. Here's how it breaks down. C-suite executives care about ROI, productivity gains and risk mitigation across their organisation. Their direct reports, however, are laser -focused on tackling operational inefficiencies, accurate data input, and aligning their departments with high-level business goals. Your job in the sales cycle is to bridge this gap between C-suite vision and influencer execution needs. Show them how WalkMe addresses both the top-level objectives and the day-to-day pain points they're battling. It's not enough to say we solve their issues. We need proof to back it up. That's why stories from our existing customers are so vital. When speaking with influencers or their C-suite, share relevant outcomes like these based on their role. For CROs, Thermo Fisher saves sales reps two to three hours per day by using WalkMe to streamline workflows, directly accelerating deal cycles. For CIOs and IT leaders, NEC reduced support tickets by 70% and improves Salesforce data accuracy by 75%. They used WalkMe to impact. power their IT department while reducing operational costs. For ops leaders and Salesforce owners. Robert Haft streamlined their Salesforce lightning migration for 10,000 employees, cutting on board in time and boosting productivity. These examples give you credibility and make our value proposition real, not theoretical. Now, how do you tailor your conversations to resonate with these personas? Start by asking the right questions. To a CIO, you might ask, what does your IT support volume look like? And how does that impact overall productivity? To sales enablement teams ask, how long does it usually take your reps to onboard and start hitting their goals? Focus on specific gains. Adapt your pitch to emphasise outcomes that align with their pain points, whether that's fewer support tickets, faster onboarding or improve data accuracy. Connect influencers pain points with C-suite goals. For example, show how automated workflows not only improve day-to-day operations, but also contribute to the high -level ROI the CFO is keen to track. To close out, remember this key takeaway. Our success as a Salesforce lies in understanding who we're talking to and addressing what they care about most. Tailor your conversations, align persona's needs to see sweet goals and leverage case studies to provide credibility. Your next steps? Learn to recognise these personas during the sales cycle. Practice tailoring your pitch to both mid -level influencers and C-suite executives. Review our case studies regularly so you can share compelling proof points on the go. That's all for today. Now, go out there and connect with the right people in the most impactful way possible. Good luck, and we wish you happy selling.