Buyer personas help your marketers and sellers to understand the world your buyers live in and the challenges they face.

In this article I suggest five ways you can bring these personas to life so that your teams truly internalise the work you've created and can use it in their outreach and messaging.

Remove the awkward post event follow-up by creating multi-step engagements while your buyers are on the booth.

Here are 8 examples including professional headshots and caricaturists!

Buyer enablement tools provide valuable insight to your buyers as they complete their buying jobs.

Download my free template that will guide you through the questions required to create a valuable tool that drives pipeline.

73% of B2B buyers confirm that their buying decisions are directly influenced by a brand’s content.

Check out the other results in this Pavilion and Kickstarter report that just landed.

Ever had your marketing team launch a new campaign only for your sellers to look across at each other in dismay?

Great marketing teams embed themselves with customers via their sales and customer success teams to really understand the customer’s world.

See 11 examples of buyer enablement tools from companies including Gong, DocuSign, Remote and Clari.

Inspire yourself to create your own diagnostics and calculators.

Buyer enablement content helps your customer to understand the scale of the problems their business faces.

Follow along as I turn an online assessment into a physical book that can be purchased on Amazon in just a few hours.

Carta mines the data from 40,000 customers to generate detailed insights that advise potential buyers.

What data are you sat on that could educate your potential buyers?

When did you last give your customer something with no expectation of anything in return?

A free upgrade on a plane makes you feel 10 foot tall - so consider how you can replicate that in your SaaS business.

On 7th September I’m running around 20 early stage VC firms in London to hand out packs of my Org Chart playing cards.

Find out why I am doing it and the route I’m planning!

Tech companies are suffering from lack of pipeline - and even the best sellers can’t close pipeline they don’t have.

Here are ten things you can do today to fill your pipeline up quickly.

Most vendor content is like my singing. Pitchy.

A content pyramid helps you categorise your content and ensure that you create value for your buyers by imaging a world in which your company and products didn’t exist.

Figuring out the best way of reaching your target customers is critical to building out your revenue engine.

Post Series A you’ll have new customer segments and new personas and the Bullseye framework will lead you to the most effective channels.

Don’t rely on your AEs to build and maintain customer segment knowledge. When they leave that knowledge walks out the door.

In this article you’ll uncover how to build institutional customer knowledge that supports your marketing and sales teams into the future.

Marketing is more than demand gen. If you are going to take marketing under your CRO responsibilities, or partner closely with the CMO, then take time to understand the scope of the function beyond revenue linked activities.

When you sell a platform you need to help your customer visualise what is possible.

Lego is a great example from the consumer world - let’s see how they do it.