by Brent Keltner | May 26, 2022 | Uncategorized
Use a three-part meeting structure and your sales team will make the most of every single buyer meeting! John A. Hope at Ready Education talks to Brent about how using a three-part meeting structure helps his team better qualify prospects and move deals along more...
by Brent Keltner | May 24, 2022 | Uncategorized
Selling is broken (Part 3) … because sales processes dominate buyer and customer processes Buyers and customers do not move through our “funnel” in a linear way anymore. They move around fluidly between our website and content, sales, success, and marketing teams....
by Brent Keltner | May 19, 2022 | Uncategorized
Start with your buyer’s why…in every single conversation! Share your product capabilities through stories, because stories make your product actionable. These were key themes in Brent’s recent conversation with Wesleyne Greer on The Science of Selling STEM podcast....
by Brent Keltner | May 17, 2022 | Uncategorized
The 2010s saw a dramatic decline in sales reps on quote, as well as sales VP tenures. And, the decline in sales performance during that time is no coincidence. Three-quarters of sales and go-to-market (GTM) teams are stuck in product pitching, convinced that sharing...
by Brent Keltner | May 12, 2022 | Uncategorized
How do you keep your go-to-market team focused on a buyer’s business outcomes? Here is how Austin Kenny, Chief Revenue Officer at ETU, answers this question: “We need to be consultants to our buyers. Our platform is very configurable and if we start with a general...
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