The Content You are Missing = Your Customers will Find Answers elsewhere = Lost Sales

Flowbird – Training 1 – Apr 6, 2022

PERSONA FIRST

Persona first

  • Organize Your Customer Questions based on Persona
  • Each Buyer Persona can have different Questions
  • Organize these questions into Buyer’s Journey

Content For Sales Enablement

  • Questions that sales is getting  
  • Questions that buyers are asking about their problem, persona –> maybe we don’t hear 
  • Questions that account manager or customer service –> questions?
  • Provide –> sales refers to that content during and after sales calls
  • Behavior –> content –> Sales personal conversations
  • Content enables the buyer to further along the journey

Strategic framework -> Plan -> Produce -> Measure