If you are building a singular product in a nascent market and necessitates forward-looking customers, and want to drastically shorten sales cycles, I have a proposal: Create a buyer’s guide. A buyer’s guide is essentially a prescriptive summary that provides an understandable overview of how a customer may buy your solution. Sales teams, especially at smaller startups, can review the guide quarterly and analyze what is and isn’t working as the company goes to market. Here is how to put together a buyer’s guide, including what to sort out before you type a single word. If the solution is focused towards, say, integration, then hone in on who would be owning the integration process on the buyer’s team.