Sales Enablement Lesson: Using Buyer Personas in Sales Enablement

Kyle teaches sales and CRM courses at HubSpot Academy. He is best known for his work on the HubSpot Sales Software Certification and the Sales Enablement Certification. He is the father of three children, the lucky husband of an equally lucky woman, and aspires to be the author of one of those paperback novels you see in grocery store check-out lines.

Ali is the Executive Director of Sales and Marketing at Trusted Shops. He was hired at Trusted Shops to evaluate the possibility of implementing a marketing automation platform and ended up restructuring the entire company and becoming the head of the marketing and sales organization. The results were a 200x increase in leads and a 30% increase in website traffic each month.

Dan McDade founded PointClear in 1997 to help B2B companies with complex sales processes drive revenue through lead generation, qualification and nurturing. For more than 20 years, he’s been instrumental in developing strategies that assure 100% of leads delivered to client sales organizations are fully qualified to client specifications. He is also the author of "The Truth About Leads."

Ryan is an experienced senior sales and business development executive, specializing in scaling early stage companies and driving enterprise level sales. His expertise ranges across new business development, sales, marketing and product development across diverse industries including: digital media, analytics, social and mobile advertising, research and consulting. He's highly skilled in identifying new market opportunities, developing new revenue streams and managing both enterprise and inside…

Janet Comenos is the CEO of Spotted Media, a celebrity advertising company based in Boston and NYC that has raised $4.75 million in seed capital since its inception in March of 2016. Prior to Spotted, Janet was the SVP of Sales for 2011 TechStars grad Promoboxx and was named "20 Women in Technology" by Accomplice Ventures in 2015.

Jen Spencer is CEO at SmartBug Media and has a long history as a sales and marketing professional. As Vice President of Sales and Marketing at Allbound, she was responsible for developing and executing an inbound demand generation strategy, raising brand and market awareness for Allbound, and channel sales and marketing. She helped the company reach 50 percent growth in year-over-year traffic and a 363 percent increase in sales leads.

Todd is the owner of Top Line Results, a company that specializes in leading top line revenue growth at small and medium sized companies with a focus on manufacturing, technology, and capital equipment companies.

Bertrand leads the marketing and sales development teams at TrustRadius. Prior to TrustRadius, Bertrand led a team of product and demand generation marketers as Senior Director, Market Strategy for the Systems Management Business, at Solarwinds. He has also held marketing leadership roles at Troux Technologies and at NetIQ, a systems and security management company. Bertrand holds a Diplome d'Etudes Superieures Europeennes de Management from CESEM Mediterranee in Marseilles, France, and a…