Selling is broken (Part 3) … because sales processes dominate buyer and customer processes Buyers and customers do not move through our “funnel” in a linear way anymore. They move around fluidly between our website

Start with your buyer’s why…in every single conversation! Share your product capabilities through stories, because stories make your product actionable. These were key themes in Brent’s recent conversation with Wesleyne Greer on The Science of

The 2010s saw a dramatic decline in sales reps on quote, as well as sales VP tenures. And, the decline in sales performance during that time is no coincidence. Three-quarters of sales and go-to-market (GTM)

[et_pb_section fb_built=”1″ _builder_version=”4.10.4″ global_colors_info=”{}”][et_pb_row _builder_version=”4.10.4″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”][et_pb_column type=”4_4″ _builder_version=”3.25″ custom_padding=”|||” global_colors_info=”{}” custom_padding__hover=”|||”][et_pb_text _builder_version=”4.14.7″ background_size=”initial” background_position=”top_left” background_repeat=”repeat” global_colors_info=”{}”] How do you keep your go-to-market team focused on a buyer’s business outcomes? Here is how

The 2010s saw a very high level of so-called “innovation” in sales strategy and methodologies.    In 2011, there were only seven major methodologies. By 2019, the number of major sales methodologies tripled from seven to

If you focus on making your buyer more successful, you will be more successful. Listen to Brent and Jay Tinkler discuss buyer success statements on The Remarkable Project podcast. Your customers don’t want to know about your

Listen to Brent and Ramzi Marjaba discuss this and other topics on Ramzi’s “We The Sales Engineers” podcast. In the old world of selling, buyers needed you to find out about your product. They were

Sean Casey with eLumen talks to Brent about his “work backwards plan” or “path to partnership” for deals, which has improved his team’s close rates and deal forecasting across revenue leadership roles at eLumen, Burning

Make your customers the hero. Celebrate their success, not your own. If you want to sell more and expand faster, don’t talk about your company or your product. Talk instead about how your current customers