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What is a Sales Persona?

What is a Sales Persona?
Nov 1, 2023
Joshua Schiefelbein

The good and the bad of creating a sales persona for your business that you’ll actually use

13m 57s reading time

Amy, 35, is an accountant for a small business. She drives to work every day from her suburban home. As the sole accountant in the company, she handles all tax payments and reporting, often becoming overwhelmed in tax season. She’s looking for a user-friendly tool to help her streamline processes, reduce manual errors, and save time, all while keeping data secure.

But here’s the twist: Amy isn’t a real person.

She’s a sales persona — aka a buyer persona — created by an accounting software vendor to better connect with its customers. By targeting its content and campaigns at Amy, the vendor hits a soft spot in the hearts of real people and convinces them to use their product.

You’re probably already familiar with the concept of a persona as a way to identify your target market and ideal buyers. What’s less well-known is how a sales persona really works for your business and why it’s worth going the extra mile to create a good one.

And that’s exactly what this article will cover.

What is a sales persona?

Without the help of the “Amy” sales persona, the vendor could have easily fallen into the trap of trying to be all things to all people. Their advertising and sales efforts would have been overly generic, only highlighting the “best” product features from the team’s own viewpoint. 

You’ve probably seen such product websites that appeal more to software developers than actual users. Each page is like a laundry list of features that you, as a user, might not care about, and they say nothing about what matters to you.

But when a sales team has Amy — a buyer persona representing their ideal customer — they can target and tailor their sales messages more precisely. They’ll keep in mind that it’s people like Amy who will be buying their product, not developers.

As they prepare everything from website content to sales scripts, they’ll ask: How would Amy like this? They can even inform their development team about features that Amy would appreciate.

A good sales persona goes beyond target demographics. You don’t really need to know Amy’s marital status or how many kids she has (unless your product is targeting such demographics), but you do need to know which social media platforms she prefers, which resources she uses to make her purchase decision, and how she’ll make that decision.

And that’s just the tip of the iceberg. As your teams use customer personas to craft inbound and outbound approaches, AI sales platforms like AiSDR use sales personas as the basis for generating content, fine-tuning emails, and answering to responses.

How does a sales persona benefit your business?

Personas make it easier to understand the needs, wants, and pains of your potential customers. To that extent, a well-developed sales persona can drive business development in multiple areas, equally well for a B2B market, as well as B2C market.

Product development

Sales personas can be used to help design and incorporate features and experiences your target customer needs. For example:

  • A customer-driven product design – Knowing which features your target customer needs most helps you prioritize what matters.
  • A user-friendly experience – If your target customer is not particularly tech-savvy, a user-friendly interface that minimizes friction and frustration will be more important than advanced features.
  • Compatibility – Many customers expect software to integrate seamlessly with their existing tech stack or toolkit.

By using personas as a guide, you can gain valuable insight into how you can create a user-friendly product that contains the features your customers are looking for. In turn, this should increase your chance of converting leads into sales.


Thanks to the considerable overlap between sales and marketing activities, it’s no surprise that sales personas can inform and streamline key marketing tasks, as well as shape your overall approach to marketing.

  • Content creation – Knowing your persona’s pain points and motivations allows you to create content that resonates and speaks directly to them.
  • Advertising campaigns – Instead of creating campaigns that promote features on all platforms, personas give guidance on which social media networks are more likely to yield good results, thereby optimizing your ad campaign spend and efficiency
  • Customer segmentation – You can create multiple sales personas to develop and tailor content for different segments.

Once you’ve created content, email marketing, and paid advertising campaigns targeted to specific personas, you can proceed with other marketing tactics. For example, you can use generative AI to boost your inbound and outbound marketing strategies.

Sales tactics

A well-crafted sales persona can be a game-changer for honing effective sales process across the board.

  • Lead qualification – Knowing your ideal customer’s characteristics makes it much easier to decide who’s more likely to buy, as well as place where a prospect is in their buyer’s journey.
  • Sales pitches and presentations – You can customize sales pitches to address your user persona’s specific needs, pain points, and expectations from the buying process in language that resonates with them.
  • Communication channels – Just like marketing, sales outreach is far more effective when they account for the channels and platforms preferred by the target customer.
  • Objection handling – With a well-tuned sales persona, your team can anticipate customer concerns and adjust value propositions to address them.

In short, a buyer persona enables all teams to focus their efforts on creating and selling a product that is more likely to be sold, and efficiently turning strangers into potential clients. It also increases the likelihood of long-term customer loyalty and retention as clients are more likely to be satisfied.

How do sales personas help sales and marketing?

The main benefit of using sales personas in business is an improved understanding of your target customers (and to an extent, market trends) and how they make purchasing decisions, which leads to more effective communication and sales growth.

Improved customer understanding

With a detailed sales persona, you have a multi-faceted understanding of your actual customer: Their age, location, goals, pains, communication preferences, and values. This lets you personalize your visitor experience, target advertising more effectively (especially if you’re already using a sales enablement AI), and nurture customer relationships.

For example, if you know that Amy prefers LinkedIn, wants to free up her work time, and has to get senior buy-in before purchasing, this determines your holistic approach and the scope of business activities you need to run. You decide to reach out to her via LinkedIn, emphasize your product’s ease of use, and offer a discounted pricing plan for small businesses.

Effective communication

Detailed personas simplify the tailoring of marketing messages. They give insight into how to address the specific needs, pain points, and aspirations of your target buyer by outlining the content, tone of voice, and channel that suits them best. 

Most customers appreciate this level of personalization, which is why hyper-personalization has a higher chance of converting. When people see that you understand their needs and speak their language, they’re more likely to convert and stay with you.

You can even use a sales persona to hone your sales and marketing KPIs. For example, if Amy is a conservative user who tends to use the same solution for years, this will inform your predicted customer lifetime value.

Increased sales

The focused outreach and quick lead qualification a sales persona offers has the potential of shortening sales cycles. Tailored messaging and fine-tuned value propositions increase conversions, and more personalized interactions lead to higher customer retention.

Still, all these benefits only apply when your sales persona is designed and used well. It should be based on relevant and reliable data, and your team should know how to integrate it.

What are the drawbacks of sales personas?

Good sales personas bring with them a lot of advantages, especially if your competitors lack well-defined personas. But just like any other sales and marketing tool, sales personas have their drawbacks and limitations.


Sales personas are, by nature, based on generalized characteristics. Accordingly, there’s a chance that they fail to reflect diversity, especially if you’re pulling data from a single source, such as your analytics software. While most of your current customers might resemble Amy, not all of them will. To avoid falling into this trap, your team should craft a gameplan for how to deal with outliers.

Data dependency

A sales persona is only as good as the data you used to create it. Ideally, you should have valid, relevant, and recent data from a sizable sample of your actual target customers, as well as current clients. However, maintaining such a database can be a pain for a small business or startup, meaning that sales personas can end up based on incomplete or inaccurate knowledge.

How is a sales persona created?

So, how can you create a sales persona that gets the job done?

First, you need to collect specific and focused data about your customers: Their demographics, preferences, motivations, and goals. The easiest way is to deep dive into your existing client base for data-driven insights. If you’re a startup that doesn’t yet have happy customers, you can study customer reviews and social media activity of competitors with a similar target audience.

This research stage is key to effective sales persona creation. The more detailed and reliable data you have, the more accurate the representation of your ideal customer will be. You can collect data using different tools and sources:

  • Customer interviews
  • Surveys and questionnaires
  • Focus groups with prospects and current clients
  • Industry-scale analytics tools (Google Analytics, etc.)
  • Social media monitoring tools (Hootsuite, Mention)
  • Sales and customer service data
  • Customer journey mapping

Once you’ve gathered your data, you’re ready to draft a sales persona with your buyer’s demographics, preferences, and behavioral patterns. If you’re operating in different markets or selling to different customer segments, a best practice is to design a sales persona for each major segment or market — For example, you might have a persona for lone accountants like Amy and a separate persona for heads of accounting departments who are decision-makers for new software purchases.

Once you’ve created a target persona, you can use it to guide marketing and sales strategies while monitoring their effectiveness. As you test your persona, you can collect customer feedback to continuously refine your persona.

How can AI help create sales personas?

This brings us back to our original question of what is a buyer persona and how it benefits your business.

Sales enablement tools like AiSDR can use the buyer persona to generate tailored content and provide insightful responses to customers. A detailed sales persona also arms AI with the tools and ammunition they need to personalize campaigns, deliver value, and segment audiences. 

AI can even aid you as you do your buyer persona research. You can leverage AI’s natural language processing and sentiment analysis capabilities to collect, analyze, and interpret customer data from various sources, including CRMs, social media channels, and online reviews.

AI can also determine patterns, identify trends, forecast sales, and generate product recommendations. With AI tools at their disposal, both your sales teams and marketing teams, can amp up their productivity and improve the way they interact with your ideal customers, especially with regards to personalization.

How does AI enable personalization in business?

Businesses use AI to analyze data from customer purchase history, profiles, preferences, and feedback. The insights they gain from the data allow them to personalize their marketing campaigns, sales pitches, product recommendations, and customer service.

Well-crafted sales personas can help you make the most out of AI tools. AiSDR for example, can glean information from your buyer persona, using it as a basis for personalizing emails and conversations with customers. It can also use your persona examples to qualify leads and craft nurturing campaigns.

AiSDR can help ensure your personalized messages are reaching the right prospects. It does so by dividing your audience into specific segments. One way to do this is to leverage the tool’s lead discovery feature, which allows you to filter its database of companies and professionals into something as specific as ‘companies that completed Series A/B/C funding’ and ‘chief technology officers’.

Sales personas and enhanced personalization can take your sales campaigns to the next level. Add generative AI to the mix, and you’ve got a sales powerhouse.

How can generative AI improve sales?

With generative AI, automated messages go beyond just standard responses. Sales enablement tools can now learn from customer interactions, consider context, and craft human-like responses. As mentioned above, you can use tools like AiSDR to craft content for nurturing email sequences. 

With AI tools effectively automating emails and sequences, it’s easier for sales teams to reach prospects at scale. And because they can now craft appropriate responses to incoming messages, sales representatives no longer have to drown in emails. Your reps will have more bandwidth for high-level strategies, value-added services, and maximized revenue capture.

AiSDR goes as far as to analyze common objections and learn to handle them. It’s programmed to help convince prospects to book an appointment with sales representatives.

You can use your buyer persona to train the generative AI, enabling it to appropriately respond to inbound leads and reach out to qualified prospects. 

Beyond just the essential task of boosting sales, AI can also foster intradepartmental cooperation.

How does AI improve teamwork?

Sales cycles involve defining consumer preferences, crafting buyer personas, qualifying leads, nurturing prospects, overcoming objections, and closing deals. Without AI automating a good part of the process, your marketing and sales teams could easily get lost in the swarm of repetitive tasks. And your reps could end up failing to do what they’re hired for—bringing in actual sales.

AI streamlines workflows, allowing your sales team to function as one cohesive unit. For example, you can leave AiSDR to handle the earlier stages of the sales funnel, including qualifying leads and nurturing them until they agree to a meeting with the account executives (AEs) or the closers. This setup creates a dynamic synergy that allows highly skilled representatives to focus on closing deals and bringing in more revenue for the company. 

With AiSDR boosting the sales team’s efficiency, your company will have more room for target customer service jobs, further improving the way prospects experience your brand. 

AI-powered collaboration tools like Notion and Asana provide teams with a workspace that makes it easy for them to communicate with each other, exchange files, and manage projects. StormAI goes as far as to analyze project goals and anticipated outcomes, allowing teams to quickly create plans and solve problems.

Launch better sales campaigns with personas

It can be time-consuming and difficult to create a sales persona, but the time and effort demanded by a good persona is well worth the investment. They’re more likely to improve conversion rates, engagement, and other marketing and sales success indicators. 

An advanced AI sales tool like AiSDR help you recoup your investment by generating entire sales and marketing campaigns for each of your personas, capitalizing on the ROI of your business activities and saving you the time and energy from manually composing each message in the campaign. All you have to do is upload your persona, upload your leads, and watch the magic of AiSDR happen as it generates tailored messages each time.

Book a demo to see AiSDR in action and get a taste of how AI-powered sales and marketing can keep your company ahead of the game.


What is a sales persona?

A sales persona is like your dream customer sketched out on paper. It’s a profile that tells you who they are, what they like, and how to win them over. Think of it as a cheat sheet for your sales game.

Why are sales personas important?

Sales personas help you focus your business activities, such as product development and sales and marketing efforts on the right people so you’re not shooting in the dark. You spend less time chasing useless leads and more time developing a great product and connecting with the right buyers for your offering.

What information should sales personas include?

You’ll want the basics like age, job, and location, but it doesn’t stop there. Dive into your target market and customer base target persona to learn their hobbies, pain points, and what keeps them up at night. The more you know, the better you can tailor your pitch.

How do sales personas help sales and marketing campaigns?

Sales personas are like a playbook for effective campaign strategies. They tell you how to score big with your target audience, which messages will hit home, and where to find your buyers online.

Did you enjoy this blog?
1. What is a sales persona? 2. How does a sales persona benefit your business? 3. How do sales personas help sales and marketing? 4. What are the drawbacks of sales personas? 5. How is a sales persona created? 6. How can AI help create sales personas? 7. Launch better sales campaigns with personas 8. FAQ
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