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!

Account Based Revenue programs require coordination across your marketing, sales and customer success teams if they are to deliver the returns you expect.

Here are seven questions to answer that will set your program off in the right direction.

Whenever you launch an outbound campaign go back to basics with the pipeline pyramid.

Build your campaign foundations with the ICP, the Buyer Personas, and a strong value proposition and offer.

AI is starting to feature as a valuable contributor to my content creation process.

It solves a very different purpose to the writing I do myself, let me show you how.

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.

Rambleforce took place in the UK’s Lake District this weekend. A unique opportunity to network with others across the Salesforce ecosystem while climbing hills!

Follow along as I cold prospect 20 VC firms in London with my Go To Market Org Chart cards.

I share my lessons learned from a return to door to door prospecting.

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.

Retailers need to grab your attention and encourage to you buy products you hadn’t planned on buying.

Here are three techniques that you can borrow for your SaaS business.

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.

Instead of blindly creating content to hit your SEO keywords, consider the type of content that your buyers want to learn from.

Uncover the content mismatch, the content ladder and how to turn your marketing intern into a corporate journalist.

Buyers spend most of their process speaking with peers and analysts away from your website and attribution.

In this article I’ll explain what the dark funnel is, and how you can turn it to your advantage.