by Brent Keltner | Oct 12, 2023 | Uncategorized
Effectively selling depends on continuous skills reinforcement. Why? Because, the human brain is wired to forget. Research on the “forgetting curve” suggests we forget 50% of new information in a day and 90% within a week. And, the amount of “new information” sales...
by Brent Keltner | Sep 29, 2023 | Uncategorized
It’s an old saw – sales and marketing just don’t get along. Sales is filled with “transactional” types who only care about money while the marketing “brainiacs” can turn a clever phrase but are often too abstract – so the stereotypes go. Charlie...
by Brent Keltner | Sep 26, 2023 | Uncategorized
Winalytics is a funny name. But it captures perfectly what makes a top sales team different. Top teams find and act on their “win” or success patterns a lot faster than middling teams. And, they use playbooks to make these win patterns repeatable. We all live...
by Brent Keltner | Sep 21, 2023 | Uncategorized
Sales coaching raises rep performance by 19% on average…but only if you also enable the marketing and customer success teams who feed your sales team! In the first of our 3-part series on “sales coaching to improve performance,” we have shared some whys and hows...
by Brent Keltner | Sep 12, 2023 | Uncategorized
Top performing sales teams are different. They use playbooks to accelerate performance. Think about it. A sports team would never take the field without regularly practicing their playbooks. But many sales teams have no shared plays to guide buyer conversations. Just...
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...
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