by Brent Keltner | Jan 28, 2022 | Uncategorized
In traditional account planning, the focus on customer value can quickly get lost in the industry analysis, competitive positioning, product white space, and relationship mapping. Carrie Straub at Mursion shows how to change this formula to grow account values...
by Brent Keltner | Jan 20, 2022 | Uncategorized
They focus on the seller. And sellers do not close deals, buyers close deals. If you are a seller, all you can do is guide. You can guide the buyer to understand the value of partnering with you. You guide the buyer through their internal purchasing process. There...
by Brent Keltner | Jan 11, 2022 | Uncategorized
During a recent conversation with @Kushal Saini Kakkar on the On The Flip Side podcast, Brent explained the Programmatic Prospecting Play. It means focusing every single prospecting campaign on creating new opportunities AND learning from your market. Each campaign...
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