Building a Sales Growth Engine · Companion Tool · Chapter 7 · Buyer Enablement
Buyer Question Inventory
Capture the questions buyers actually ask, sort them by stage, and see which ones you haven't answered publicly. Unanswered questions are content your competitors get to answer for you.
Your content gap report
What to do (Module 7)
Every unanswered question is one piece of findable content: answer it specifically and honestly (what screening includes and the show-up rate, not "we have a rigorous process"). Start with Action-stage gaps — they block deals that are otherwise won.
From Building a Sales Growth Engine by David Searns and Victoria Kenward. The full toolkit and workbook are free at growthenginebook.com. Want help building your engine? Talk to the team behind it:
