One question faced by many B2B companies is when they have created enough content to be able to answer all the questions that a prospect might conceivably have at each and every stage of the buying cycle. The question therefore is, how can a company go about determining that?
It begins with understanding who their ideal buyers really are and the kinds of concerns and issues they will have. Creating buyer personas can actually assist with this, as they are used quite commonly in order to create an ideal customer archetype based upon what you already know in regard to your current prospects and customer base.
You need to be able to get inside your buyers’ heads and have a solid understanding of what it is that makes them tick. To do this, talk to your customers and to the personnel at your company who regularly engage with them.