How to crush B2B sales goals with a buyer academy

Finding that your traditional sales efforts aren’t driving revenue?

Your reps aren’t the issue. They just need a better framework.  
68% of B2B buyers prefer to do individual research online before involving a sales rep.

Address the 6 key questions below to ensure you’re meeting prospects where they are and reaching out at the perfect time to close deals.

The graphic shows a guide booklet with the title "The Definitive Guide to Knowledge-Led Growth."

6 key questions to enhance B2B sales

Question 1

“Can prospects progress through a learning pathway before engaging sales?”

When prospects haven’t completed the majority of their research before talking sales, reps are forced to spend more time educating than selling.

The image displays a "My Progress" dashboard interface for a learning platform. The dashboard shows various courses, each with a title, star rating, number of modules, and a button to resume or start the course.

Question 2

“Are there incentives for progress?”

Certifications, badges, and diplomas incentivize learning and measure progress for prospects and your internal team.

A role selection interface displaying a list of roles with checkboxes beside each one. The "All Roles" option is at the top, enabling users to select all roles at once.

Question 3

“Are there clearly defined persona pathways?”

Buyers want to see targeted, relevant learning pathways to help them become superheroes in their role.

Question 4

“Am I making content decisions based on existing interaction and engagement?”

What your clients are researching should inform content, not “gut feelings” or “best practices.”

The image shows a data dashboard displaying four key metrics influenced by a user’s hub or academy.

Question 5

“Are there clearly defined persona pathways?”

Buyers want to see targeted, relevant learning pathways to help them become superheroes in their role.

The image shows a "Tasks" dashboard in a CRM platform, displaying tasks assigned to a user named Samantha Evergreen. The interface is prompting her to reach out to a warm prospect.

Question 6

“Am I making content decisions based on existing interaction and engagement?”

What your clients are researching should inform content, not “gut feelings” or “best practices.”

Guide: Knowledge-Led Growth™ for Content Marketers

The guide shows marketers how they can implement Knowledge-Led Growth to grow revenue.

Learn what content buyers want
Use education to grow revenue
Activate your sales team

Knowledgeable buyers means quicker sales.

68% of B2B buyers prefer to do individual research online rather than involving a sales rep.

By meeting buyers’ demands for individual research, your sales reps get highly qualified leads who are already sold on your product — they just need your team to get them across the finish line.