The process of creating SPIN Selling questions is a valuable exercise for leaders across the go-to-market function, including VPs of Revenue Operations.

It helps you get into the mind of your buyer and really uncover the pain they face if they don’t solve this problem.

I’ll guide you through the process of creating your questions.

Two recently published books for RevOps leaders to get their heads into.

Both books highlight the need to focus on your customer’s experience as they travel through your go-to-market teams, systems and processes.

The head of buyer enablement is a cross-functional role that maps and improves your buyer’s end to end experience from unaware to happy repeat customer.

Here’s a sample job description to give you an idea of the role.

A great question gives more than it asks for in return.

In this article I’ll guide you through how to write great questions for your buyer enablement tool - questions increase your completion rate and provide valuable output for your buyers.

The VP or Head of Revenue Operations is one of the fastest growing jobs, and yet it is still poorly defined.

In this article you’ll learn about the main aspects of the role, as well as the goals and aspirations for a VP of RevOps and the main challenges holding them back.

One of the top questions in RevOps communities is how to become more strategic and demonstrate the ROI of Revenue Operations.

In this article I’ll look at the challenge and propose how focusing on pipeline and revenue growth is the answer.

Executives spend 70% of their budgets in the first 100 days of a new job - but how can you get in front of that and build trust before they start?

Here’s a guide to building buyer enablement tools for your pre-personas - before they even start.

Buyer enablement tools must truly help your target buyer persona perform a task that they would have to do whether you and your company existed or not.

Here’s a workshop format to help you generate valuable tools that drive pipeline.

Scaled SaaS companies see anything from 25-50% of revenues come from international markets, and yet launching across multiple languages, cultures and regulations is tough.

Local buyer enablement tools can accelerate your progress.

Your buyer enablement strategy needs a single owner with responsibility across marketing, sales and customer success.

In this article we look at the CRO, the CMO and the VP or Revenue Operations as potential owners.

Your rockstar/ninja/guru solution architects and pre-sales consultants hold the key to building buyer enablement tools that really add value to your buyers.

Here’s a template with questions to uncover the goodness from your best people.

Don’t leave your diagnostic tool to die in the footer of your website.

Here are nine ways to take the experience of your best people out to your buyers.

Bridge Group’s 2024 SaaS AE Metrics Report is out and provides fantastic insight for CROs and revenue leaders on the evoling trends in B2B SaaS go-to-market. Check out my five essential learnings.

The buyer enablement platform is an all in one bundle to design, develop and manage your buyer enablement tool - helping SaaS CROs and revenue leaders to drive pipeline for their SDR an AE teams.

Buyer enablement tools help your buyers through each stage of their buying process, yet many companies only target the end of the sales process with an ROI calculator.

In this article I’ll share my process for creating multiple buyer enablement ideas that help your buyers identify a problem with the status quo.

Take the nine question buyer enablement assessment and immediately receive a personalised report with best practice guidance to help you build out buyer-centric content, tools and processes.

Buyer enablement offers provide value to your buyers well before they are in a position to consider your product or service.

Here’s a free tool to help you assess your current buyer enablement offers.

CustomGPTs allow you to ‘program’ ChatGPT so it learns from knowledge you provide it. I’ll walk you through three ways I am using my own GPT to create buyer personas, value propositions and suggest buyer enablement tools.

Get a sneak peak into the demos of leading revenue tech stack vendors in the RevOpsCharlie Demo Day YouTube series.

Includes Cognism, Gong, Vertice, Trumpet and more

360 pages of practical guidance for founders of Series A SaaS companies as they plan to scale their go-to-market teams.