Brent talks to Adam Ellingson, EVP of Sales at CeriFi, about how content can create a value-driven customer journey and drive 40%+ revenue growth even in a mature market. CeriFi is a provider of training for

If we’re not excited about our company and its products or services, why should our buyers or customers be excited? They shouldn’t be! Buyers and customers can sense right away if you aren’t passionate about

“What are you working on?” True story. That simple question helped Claudette, a new BDR 4-weeks into her role, to turn a “no” into a $200k opportunity.  Here is how the conversation went: Claudette: “Hi,

Ben Robinson, SVP of Sales at Zeel@Work, talks to Brent about his innovative approach to connecting sales and account management to support faster account expansion and higher enterprise deal values with a team selling approach.   

Are you missing out on getting business because you’re not asking your customers for referrals? The answer is probably, YES!  This is just one of the many topics Alice Heiman and Brent discussed recently on

Brent talks to Beth Nelson at Plus Delta Partners about the power of reference selling as a business growth driver. Beth and the team at Plus Delta have figured out that they can grow much

In a recent conversation on the Stories Of Selling Human podcast, Alex Smith and Brent discuss how to close deals faster by using an authentic approach to sales discovery. While it may seem counterintuitive to

Be human. People buy from people they like, not from companies. Of course, building rapport will definitely not secure you a deal by itself. That’s more a function of the value you and your company

Brent and Jason Pasquale of Activator Dealer Solutions discuss taking a very personalized approach to prospecting outreach and shifting your focus from your product to your buyer’s business objectives.  Authentic prospecting anchors on buyer goals