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How to demonstrate the ROI of Revenue Operations
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.
Create buyer enablement tools for buyers starting jobs
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.
How to generate 20 buyer enablement ideas in 20 minutes
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.
How to use buyer enablement to launch in EMEA
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.
Who should be responsible for buyer enablement?
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.
What questions should I ask my solution architect to help design my buyer enablement tool?
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.
9 ways to distribute your buyer enablement tool
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.
5 essential learnings from the 2024 SaaS AE Report (Bridge Group)
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.
LAUNCH: Buyer Enablement Platform
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.
How do I generate ideas for buyer enablement tools?
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.
New: Buyer Enablement Assessment Report
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.
How to tell if you have a valuable buyer enablement offer
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.
How I am using RevOpsCharlieGPT to build value propositions in seconds
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.
Design your RevOps Tech Stack with Demo Day
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
NEW: The Revenue Operations Playbook for Founders
360 pages of practical guidance for founders of Series A SaaS companies as they plan to scale their go-to-market teams.
How I’m using Digital Sales Rooms for Account Based Revenue Programs
Digital Sales Rooms are commonly used on an opportunity basis, but in this live demo I’ll walk you through how I’m using them for Account Based programs to open up and expand enterprise and strategic accounts.
NEW: Revenue 360 Assessments
Revenue 360 Assessments align your go-to-market team and inspire them to success.
Gathering quantitative and qualitative feedback from managers, peers and direct reports focused on their revenue related capabilities helps unite your team on the main goal - growing revenue.
7 questions to answer before you launch an Account Based Revenue program
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.
Prepare your outbound campaigns with the Pipeline Pyramid
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.
Why should professional services firms create assets?
Assets help professional services firms to improve project consistency, to drive vendor referrals and differentiate from the competition.
In this article we look at what assets are and how to drive value from them.