by Brent Keltner | May 26, 2020 | Uncategorized
Sales teams make two big mistakes in their prospecting work. First, in their messaging they rely too heavily on product pitching, content and attention grabbers that lead to an information blur and cause prospects to check out. Second, in their outreach approach,...
by Brent Keltner | May 11, 2020 | Uncategorized
Most sales and marketing teams spend too much time leading with their product and product functionality. Product pitching typically causes buyer disengagement. A few years back Forrester found that 80% of executives believe meetings with sellers are a waste of time...
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