by Brent Keltner | Apr 27, 2023 | Uncategorized
Creating faster account expansion is always a priority, particularly in a challenging economy. The key to expansion is continual discovery across your entire go-to-market (GTM) team. “Rather than being siloed focusing on a single product, you have to always connect to...
by Brent Keltner | Apr 25, 2023 | Uncategorized
We are in a Sales 3.0 world. Your mindset drives your performance. But, there is a catch. Almost all your sales training has created the wrong mindset — a mindset in which the seller journey dominates the buyer journey. Below I share four sales practices...
by Brent Keltner | Apr 19, 2023 | Uncategorized
Customer Success (CS) has become vital to sustainable sales growth. Recent headlines tell the story: “Why Customer Success is the Future of Revenue Growth” and “Why Customer Success is Vital to the Future of Sales.” So why is this? This...
by Brent Keltner | Apr 13, 2023 | Uncategorized
For growth-driven businesses, the buyer journey needs to take priority over the seller journey. “We have to think about accountability to the buyer for each go-to-market team,” says Roderick Jefferson, author of Sales Enablement 3.0. “It cannot be about sales above...
by Brent Keltner | Apr 11, 2023 | Uncategorized
Curiosity is an important skill for all of us, but not so much in our sales conversations. Great selling is based a lot more on consistency than it is on curiosity or creativity. I am thinking about this because a CRO recently shared his view that improving curiosity...
by Brent Keltner | Mar 30, 2023 | Uncategorized
“What’s the one thing that will make you more successful?” Mastering that simple question in your buyer conversations will make the difference between top and mediocre sales performance. All sales and deal velocity comes from helping a buyer see a path to a more...
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