Persona Map Tips & Tricks

Molly Hamblett

Hi everyone! Molly here on the Customer Enablement team at 6sense.  

I wanted to pass along a few tips & tricks on leveraging the Persona Map. The Persona Map was a feature that I utilized daily when I was a BDR to strategize my outreach, spot check engagement gaps, and uncover multithreading opportunities across my target accounts.

Tip #1 : Approaching which contacts to work based on contact engagement levels🚦

First focus on your GREEN (engaged) contacts.  

• Start off by reaching out to these contacts because they are already showing some sort of indication that they are familiar with or interested in your solutions (on your website, form fill, email reply, attended event, etc.)   

Next move on to your RED (not reached) contacts.  

• Here you can uncover multithreading opportunities by looking at these individuals on the buying team who are in your CRM but have not been reached. 

Lastly, look at your YELLOW (not engaged) contacts.  

• Try re-engaging these contacts by using specific value points based on the buyer's role and recent account activity. Test out different outreach channels (LI message, gifting, phone, etc.) 

Tip #2 : Fill in contact gaps 🚀

The Persona Map grid is color-coded by persona’s importance – the darker the tile, the more valuable the contact’s persona is when it comes to winning a deal.  

A quick way to spot check contact gaps is if you see a dark/medium blue cell with no contacts listed. Fill in those gaps by adding additional contacts to ensure you are reaching the entire buying team.  

Not seeing a lot of contacts/action on the Persona Map? Remember that the Persona Map is only as good as the contacts that you import to (or already exist) in your CRM – make sure your CRM is up to date!