Defining a strong persona is key to identifying the right leads and running effective campaigns. A well-defined B2B persona goes beyond just job titles—it captures essential details about the decision-maker’s priorities, the challenges they face, their buying behaviors, and the specific needs of their company. By clearly defining these traits, you can better understand who you're targeting, ensuring your outreach is both focused and relevant.
In this guide, we’ll show you how to define detailed personas using practical frameworks and how to translate them into precise search filters using the People Search tool.
Let’s get started 🚀
Navigation
Step 1: Log in to your account and click on the People search icon on the left side of the interface.
Step 2: You will land on the People Search page.
Understand Key Persona Traits
In B2B, “personas” are much more than just job titles. A strong persona is built on key traits that go beyond surface-level details. The more specific and detailed these traits are, the more accurately you can target the right prospects. The table below outlines the key traits that help define a persona and make your outreach more focused and effective.
Traits | Description | Example |
Job Role & Department | Defines the person's job title and their influence on decisions. | Marketing Specialist in an Automotive company, influences digital marketing campaigns. |
Industry & Company Type | Identifies the sector and company size/type, which affects business needs. | Automotive, 501-1000 employees, needs tools for customer engagement and lead generation. |
Challenges & Pain Points | Identifies the problems the persona faces in their role or business. | Struggles with disconnected marketing tools and low customer engagement. |
Goals & KPIs | The persona’s main objectives and performance indicators for success. | Aims to improve lead generation, automate marketing processes, and enhance customer engagement. |
Current Tech Stack | The tools and technologies the persona uses to accomplish their work. | Google Analytics, HubSpot, Mailchimp, Canva |
Buying Triggers | Key events or changes that may prompt the persona to consider new solutions. | New product launches, expanding digital marketing efforts. |
Define & Target Persona with Precision
To effectively target high-value prospects, start by defining your persona using the key traits outlined in the table below. By selecting these persona traits, you can apply People Search’s filters to narrow your focus to the right decision-makers, those with the authority to make purchasing decisions.
Persona Traits | Details |
Job Titles | Marketing Specialist, Sales Representative |
Industries | Automotive, Transportation |
Company Size | 501-1000 employees |
Pain Points | ✅Lack of real-time campaign analytics ✅Disconnected marketing tools ✅Low customer engagement |
Goals/KPIs | ✅Improve lead generation ✅Automate marketing processes ✅Enhance customer engagement |
Tools | Google Analytics, HubSpot, Mailchimp, Canva |
Triggers | ✅New product launches ✅Expanding digital marketing efforts |
Below is a demonstration of how to define a B2B persona by selecting a “Marketing Specialist” in the “Automotive” industry with “501-1000” employees and using “Mailchimp” as the technology.
View Results & Refine Your Outreach
Once you've applied these filters, you can view the results that closely match your persona. This allows you to see a list of prospects who meet your defined criteria, ensuring that your outreach is focused on high-value individuals or companies. By targeting these prospects, you increase the likelihood of engagement, making your efforts more efficient and improving the chances of a successful campaign.
Persona Trait | Filter to Use | Example |
Job Title & Role | Person Role & Department → Marketing Specialist | Marketing Specialist in Automotive industry |
Industry | Industry → Automotive, Transportation | Marketing Specialist in the Automotive sector |
Company Size | Number of Employees → 501-1000 | Company with 501-1000 employees |
Tools Used | Technologies → HubSpot, Mailchimp, Canva | Tools used: HubSpot, Mailchimp, Canva |
Buying Triggers | Funding → Series A–C, Product Launches | Triggered by product launches or increased digital marketing spend |
Below is a demonstration displaying 3 results after applying filters based on defined persona, helping identify prospects who are most likely to engage with campaign and drive meaningful interactions.
Save Personas for Future Campaigns
Once you've set your filters, save your persona as a preset. This allows you to quickly target the same types of prospects for future campaigns, ensuring your outreach remains consistent and efficient.
Preset Example | “Automotive, 501-1000 employees, Mailchimp users” |
Benefits | ✅Speed up campaign launches by reusing presets.
✅Maintain consistent targeting across different campaigns.
✅Refine the preset over time for better prospect identification and engagement. |
Below is a demonstration of how to save your persona as a preset by adding a new filter and naming it for the persona “Automotive, 501-1000 employees, Mailchimp users”.
