Persona Intelligence Briefs
Each bundle below started as one BIA session for that persona. BIA built the first draft. I polished it into three formats: read it, hand it to marketing, or listen to it on your next drive to a meeting.
Banking CIO
The rep who walks in without knowing the core system, the exam schedule, and the third-party risk process doesn't lose to a competitor. They lose to the bank's own compliance calendar.
Healthcare CIO
Ransomware notification windows, HIPAA, TEFCA, and now AI governance sit on top of a stack most reps have never touched. Know the stack before you dial.
B2B SaaS CMO
This CMO is already in two budget conversations she didn't start. The rep who walks in knowing her CRO's objections before they're spoken closes faster.
B2B SaaS CRO
Missed a quarter. Forecast under a microscope. This is not the call for a generic pitch.
Persona Gap Scorecard: Are You Losing the CISO?
Ten questions. Two minutes. Score your team honestly and find out if your reps are actually calling on the CISO, or just pitching in that direction.
Sales Frameworks
General methodology, built from 25 years of B2B enterprise selling. No persona required.
State of the CIO
A cross-industry benchmark of 9 CIO buyer personas found that "CIO" hides three completely different buying structures. Know which one you're actually calling into.
↓ Read the BenchmarkThe Buyer's Verdict Carousel
See what a real research pipeline looks like: 9 sourced passes per persona, not a five minute ChatGPT prompt. Then try all three free tools yourself.
↓ DownloadFounder-Led Outbound Playbook
For the founder who has to build pipeline before they can afford to hire a VP of Sales. One sentence that gets a reply, and the six steps around it.
↓ DownloadWhich Buyers Close
Not every persona fit is a real buyer. This playbook shows you how to tell the difference before you burn a quarter chasing the wrong ones.
↓ DownloadLinkedIn Buyer-Pain Playbook
A six-step method for writing LinkedIn content that speaks to what your buyer is actually afraid of, not what your product does.
↓ DownloadBuyer Vocabulary Playbook
The words your buyer uses internally are not the words on your website. This is how you find the gap and close it.
↓ DownloadThe Rewrite Rate Playbook
Every campaign your sales team edits before sending is a vote against your messaging. Six steps for counting the votes and closing the gap.
↓ DownloadCopy That Doesn't Sound Like Your 800 Competitors
Seven steps for killing the agency voice that makes every B2B SaaS homepage read the same, built for CMOs writing into IT buyers.
↓ DownloadDemo Readiness Scorecard
Score your team before your next demo cycle. Find out where the gaps are before your buyer does.
↓ DownloadOutreach / Buyer Intel Scorecard
A fast self-check on how much your team actually knows about the accounts they're calling into.
↓ DownloadMore from BIA
Everything else worth reading, in one place.