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Channel Partnerships in the Reference Economy with Agnes O’Connell, Director of Sales Operations & Demand Generation, HMI Performance Incentives

Channel Partnerships in the Reference Economy with Agnes O’Connell, Director of Sales Operations & Demand Generation, HMI Performance Incentives

by Brent Keltner | May 26, 2023 | Uncategorized

Leveraging trusted relationships through channel partnerships is one of the easiest ways to break through to buyers who are being bombarded with information from social, digital, and traditional media.  “Channel partnerships have become more important than ever,” says...
Sales 3.0, Skill #2, Personalizing Your Product Discussions

Sales 3.0, Skill #2, Personalizing Your Product Discussions

by Brent Keltner | May 23, 2023 | Uncategorized

No one really cares about your product. That is, unless it solves an important problem for them. That is why skill #2 in our Sales 3.0 Series is building your expertise with micro-presentations highly tailored to each buyer’s goal to replace a product pitch. The sales...
The Rise of the Sales and Marketing Robot. Long Live Humans!

The Rise of the Sales and Marketing Robot. Long Live Humans!

by Brent Keltner | May 16, 2023 | Uncategorized

AI has sparked both excitement and apprehension. With its ability to automate tasks, process vast amounts of data, and mimic some human characteristics, AI has already started to transform business and will continue to do so. As far as the sales profession, I have...
Enterprise Value Starts with Go-to-Market Leadership with Tony Carroll

Enterprise Value Starts with Go-to-Market Leadership with Tony Carroll

by Brent Keltner | May 11, 2023 | Uncategorized

Land and Expand is a key growth strategy for any multi-product company. Less obvious is that the #1 driver of land-expand success is the go-to-market leadership team’s mindset. “There are lots of things that have to be well aligned for land and expand to work,” says...
Sales 3.0, Skill #1, Start Every Meeting Focused on Your Buyer’s Why

Sales 3.0, Skill #1, Start Every Meeting Focused on Your Buyer’s Why

by Brent Keltner | May 9, 2023 | Uncategorized

Sales 3.0 Series, Skill #1: Start every sales conversation with discovery, rediscovery, or confirmation on your buyer’s why. Why are they talking to you? The sales profession is still recovering from the disaster of the Sales 2.0 period (2011 to 2019).   Sellers were...

Recent Posts

  • How We Forge Strong Connections and Do Great Work, Even While Working Remotely Across 4 Countries
  • 3 Steps to Personalizing for Your Buying Committee
  • 4 Steps to Shift from Product Pitching to Business Outcomes 
  • 6sense: Driving Personalization with Intent Data
  • How to Empower Your Team to Be Evangelists for Your Brand

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