by Brent Keltner | Apr 29, 2022 | Uncategorized
Listen to Brent and Ramzi Marjaba discuss this and other topics on Ramzi’s “We The Sales Engineers” podcast. In the old world of selling, buyers needed you to find out about your product. They were dependent upon you to share information critical to their purchase...
by Brent Keltner | Apr 26, 2022 | Uncategorized
Sean Casey with eLumen talks to Brent about his “work backwards plan” or “path to partnership” for deals, which has improved his team’s close rates and deal forecasting across revenue leadership roles at eLumen, Burning Glass, and Campus Labs. With this approach, you...
by Brent Keltner | Apr 21, 2022 | Uncategorized
Make your customers the hero. Celebrate their success, not your own. If you want to sell more and expand faster, don’t talk about your company or your product. Talk instead about how your current customers are using your product. It is a subtle but powerful shift. It...
by Brent Keltner | Apr 19, 2022 | Uncategorized
Brent talks to Adam Ellingson, EVP of Sales at CeriFi, about how content can create a value-driven customer journey and drive 40%+ revenue growth even in a mature market. CeriFi is a provider of training for Series 6, Series 7, and CFP licensure exams, and there many...
by Brent Keltner | Apr 14, 2022 | Uncategorized
If we’re not excited about our company and its products or services, why should our buyers or customers be excited? They shouldn’t be! Buyers and customers can sense right away if you aren’t passionate about your company and its offerings. They can also sense if you...
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