by Brent Keltner | Mar 25, 2021 | Uncategorized
There is nothing that will grab a buyer’s attention quicker than telling them that you have been successful with a customer who is just like them. However, for most companies, customer wins are captured in case studies that sit on a company website or live in highly...
by Brent Keltner | Mar 18, 2021 | Uncategorized
The absolute #1 question in any buyer’s hierarchy of trust is this: Has this company had success working with my peers? In a recent call with a hospital in the Northeast, I heard Randi-Sue Deckard at BESLER nail the call opening with this simple line: “We are...
by Brent Keltner | Mar 11, 2021 | Uncategorized
Good discovery takes the guesswork out of sales and customer success work. It lets a new buyer tell us exactly why they are talking to us and what might motivate a purchase. It lets an existing customer tell us what could lead to an account expansion. The best...
by Brent Keltner | Mar 5, 2021 | Uncategorized
The heart of an authentic buyer journey lies in guided buyer discovery. The reality, however, is that good buyer discovery is a broken skill. Sales conversations should be about conducting GREAT buyer discovery. Ask the right questions, in the right order and you will...
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