by Brent Keltner | Aug 25, 2022 | Uncategorized
If you are on a sales or GTM team, like it or not, buyers are now in charge! To create engagement and deal momentum, you have to put your buyers and their goals first. So, how do you put Buyers First? I talked recently with Carole Mahoney at Unbound Growth to answer...
by Brent Keltner | Aug 18, 2022 | Uncategorized
A hyper-personalized buyer experience is typically associated with B2C companies and the consumer journey. No longer. It has become equally important for strong B2B growth. I recently spoke to Pouyan Salehi, the co-founder and Chief Executive Officer at Scratchpad,...
by Brent Keltner | Aug 11, 2022 | Uncategorized
Yes, you can really engage your buyers in 10 seconds. But it requires preparation and practice! Create four different “10-Second Commercials” on “Why” buyers should talk to you. The big market problem you solve for buyers Your brand promise or unique value claim...
by Brent Keltner | Aug 4, 2022 | Uncategorized
“It’s not my job to prospect. It’s my job to work deals.” Really?! I have heard that from way too many AEs as well as sales consultants. There’s been quite a bit of chatter debating whether AE’s should be accountable to top of funnel activities, otherwise known as...
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