by Brent Keltner | Jun 23, 2020 | Uncategorized
Sellers do not close deals, buyers close deals. The role of the seller is to guide the buyer to a close with the right questions – questions that surface a prospects’ pain and turn them into potential value. This sales truth was impeccably documented1 by Neil...
by Brent Keltner | Jun 9, 2020 | Uncategorized
The majority of sales meetings miss the mark for both the buyer and seller. A few years back Forrester did research showing that 80% of executives do not find meetings with sales representatives valuable. Recent research from Xant (formerly InsideSales) on more than...
Recent Comments