by Brent Keltner | Apr 27, 2023 | Uncategorized
Creating faster account expansion is always a priority, particularly in a challenging economy. The key to expansion is continual discovery across your entire go-to-market (GTM) team. “Rather than being siloed focusing on a single product, you have to always connect to...
by Brent Keltner | Apr 25, 2023 | Uncategorized
We are in a Sales 3.0 world. Your mindset drives your performance. But, there is a catch. Almost all your sales training has created the wrong mindset — a mindset in which the seller journey dominates the buyer journey. Below I share four sales practices...
by Brent Keltner | Apr 19, 2023 | Uncategorized
Customer Success (CS) has become vital to sustainable sales growth. Recent headlines tell the story: “Why Customer Success is the Future of Revenue Growth” and “Why Customer Success is Vital to the Future of Sales.” So why is this? This...
by Brent Keltner | Apr 13, 2023 | Uncategorized
For growth-driven businesses, the buyer journey needs to take priority over the seller journey. “We have to think about accountability to the buyer for each go-to-market team,” says Roderick Jefferson, author of Sales Enablement 3.0. “It cannot be about sales above...
by Brent Keltner | Apr 11, 2023 | Uncategorized
Curiosity is an important skill for all of us, but not so much in our sales conversations. Great selling is based a lot more on consistency than it is on curiosity or creativity. I am thinking about this because a CRO recently shared his view that improving curiosity...
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