Many sales funnels prioritize the goals of the seller rather than the realities that buyers face. When content originates from an internal perspective, it becomes pitch-heavy, misaligned, and easy to ignore. Creating a content engine from the buyer’s viewpoint produces momentum that leads to conversations, conversions, and long-term partnerships. Focus on the journey from the moment buyers first sense a problem to internal expansion.

Here are 7 buyer-first content plays aligned with your buyers’ real journey:

1. Before They Know They Need You

Create Curiosity and Spark Awareness

Buyers start by sensing friction in their work and realizing goals slip through the cracks. They identify inefficiencies they struggle to name.

Content Play: Share myths, common mistakes, or overlooked risks. A post like “3 Outdated Practices That Quietly Drain Revenue” attracts attention from people aware of problems but unaware of solutions.

Why It Works: You meet them early and earn trust by helping th...

Most sales reps aren’t failing because they’re not working hard enough. They’re failing because they’re working in the wrong direction on LinkedIn. Great intentions, bad execution.

Here’s a breakdown of the 21 most common mistakes I see and what to do instead.

1. Pitching in the connection request or first message

Why it’s a mistake: It feels like a bait and switch. Trust hasn’t been earned.

Fix it: Connect around shared interests or mutual connections. Lead with relevance, not a request.

2. Using a resume-style profile instead of a value-driven one

Why it’s a mistake: Your profile reads like a job application, not a resource for your buyers.

Fix it: Make your profile about them. Show who you help, how you help, and the value they can expect.

3. Posting without engaging with others’ content

Why it’s a mistake: You’re broadcasting, not building relationships.

Fix it: Comment, react, and message people around their posts. Engagement earns visibility and trust.

4. Ignoring your...