<p> Buyer's question: Why is it important? Desired outcome: Value recognition (benefits)
Convince users of the value and benefits of your kind of offering in general
Email
Website
Social
Events
Whitepapers
Research reports
Webinars
Guides
Talks
Blog posts
signups to webinars
reads of whitepapers and guides
time spent reading whitepapers, guides and product landing pages
Number of product pages per session
A research report that has had a lot of reads from your persona type
A webinar that has been viewed a lot by people who fit your persona
High average read times for thought leadership read by the target persona