by Brent Keltner | Sep 27, 2022 | Uncategorized
The temptation to sell on ROI is understandable. Upwards of 60% of sales end with a “no” decision because buyers don’t see enough value in making a change. The status quota is a formidable obstacle. But, here’s the thing, selling on ROI actually hurts your chances of...
by Brent Keltner | Sep 22, 2022 | Uncategorized
Buying is now a team sport. Selling needs to be as well. “To engage and convert more ideal customers, align your sales and marketing teams around an ‘always be helping’ philosophy,” says Johan Abadie, Chief Marketing Officer at ProcessMaker. “It is no longer sales or...
by Brent Keltner | Sep 20, 2022 | Uncategorized
Agile is the new sales methodology. Go-to-market (GTM) teams can learn a lot from software developers. Many of us know that modern software development is all about designing, developing, testing, and iterating based on systematic feedback loops. When executed well,...
by Brent Keltner | Sep 15, 2022 | Uncategorized
The simplest way to improve your deal velocity? Get to a buyer success statement. Think of the success statement as your buyer’s why. It recaps in two or three sentences what will motivate your buyer to purchase from you. A success statement leads to higher deal...
by Brent Keltner | Sep 8, 2022 | Uncategorized
Top business leaders drive growth with a mix of ambition and humility. That’s a hard balance, but according to Amer Kaissi the author of Humbitious: The Power of Low Ego, High Drive Leadership, it is exactly what sets great leaders apart. “Humility plus ambition is a...
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