by Brent Keltner | Apr 18, 2024 | Uncategorized
Many marketing teams fail to measure the return on their investments in audience development and sales-ready lead generation. Then, they wonder why marketing often finds itself in a precarious budget position. This is Growth Blocker #5 that Eric Rudolf and I...
by Brent Keltner | Apr 16, 2024 | Uncategorized
“Know thy customer” has taken on a whole new meaning in a buyer-led era. Cold outreach is increasingly seen as outdated and intrusive. Instead, the focus has shifted towards understanding buyer intent and facilitating a guided buyer experience. Leveraging buyer intent...
by Brent Keltner | Mar 28, 2024 | Uncategorized
Get your whole sales team all on the same messaging. Or, risk falling short of quota. “We needed to quickly get everyone a shared messaging approach to meet our annual sales goal,” explains Karen Hundley, VP of Legal Partnerships and sales leader at CeriFi. Growth...
by Kevin Holland | Mar 19, 2024 | Uncategorized
It’s not about you, it’s about your buyer. And, your BDR & SDR roles are the tip of the spear in figuring out why your buyer is talking to you. Rethinking the Role The future of the SDR and BDR roles is going to change, and change a lot. The traditional paradigms...
by Brent Keltner | Mar 14, 2024 | Uncategorized
Most companies cannot identify their ideal customers. It may sound crazy, but it’s true. There’s a pervasive lack of ideal customer profile (ICP) alignment, like: Not identifying your ideal customers, your ideal Champions, Buyers, and Influencers Not knowing which...
by Brent Keltner | Feb 28, 2024 | Uncategorized
All buying is personal. To effectively engage and convert buyers, it is crucial to personalize communication based on individual goals, roles, and peer segments. “However, you can only do buyer personalization if you have the right data and systems to understand...
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