by Brent Keltner | Aug 29, 2023 | Uncategorized
Cringe-worthy moment. I watched a role play recently where the rep called his boss, who was playing the buyer, by the wrong name. And then he did it again. The discomfort, even over a recorded Zoom, was palatable, like watching the most uncomfortable episode of The...
by Brent Keltner | Aug 27, 2023 | Uncategorized
“Intent data” is all the rage right now. But intent data can be misleading. To accurately surface buyer’s intent, focus first on self-solutioning content. A Google search on the benefits of intent data offers promises about finding “the heartbeat of modern marketing,”...
by Brent Keltner | Aug 24, 2023 | Uncategorized
“Our success in moving from a freemium offering to department selling to enterprise selling all came from getting really good at personalizing value for individual partners,” says Jeremy Dean, Vice President and a founding executive, at Hypothesis. Hypothesis offers...
by Brent Keltner | Aug 17, 2023 | Uncategorized
Content is king is a common refrain, but not all content is created equal. For your buyer and customer journey, content that personalizes value is all that matters! Sarah MacKinnon, in a recent article aptly titled a “A Content Tsunami,” shows 91% of companies...
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