by Brent Keltner | Mar 29, 2023 | Uncategorized
Customer success teams are in an ideal position to orchestrate expansion sales. And, staying anchored on customer value makes expansions a role-aligned activity. “Our first focus always is providing value to our customers,” says Leslie Ortego, VP of Customer Success...
by Brent Keltner | Mar 23, 2023 | Uncategorized
I am back in Latin America with my family. It is a place I love. It is a place of so many formative experiences stretching back several decades. It was in Latin America that I learned what it meant to be the “other.” As an eight year old, I was one of two white kids...
by Brent Keltner | Mar 16, 2023 | Uncategorized
You have probably heard of a Total Addressable Market (TAM), but how about the less commonly discussed Total Reachable Market (TRM)? It’s an important concept that will have big implications on how GTM teams ‘do more with less’ in this economic cycle that requires...
by Brent Keltner | Mar 9, 2023 | Uncategorized
An account-based marketing strategy (ABM) is a “people-based process.” You have to ensure your whole internal field team is educated first before you can effectively educate buyers. That’s how Zora Senat, Chief Commercial Officer at Verisk Marketing Solutions (VMS),...
by Brent Keltner | Mar 7, 2023 | Uncategorized
I used to think I was naturally empathetic, then a family member’s crisis showed otherwise. I have always been curious about other people, what makes them tick, and what they need. I listen actively, recap often, and make sure everyone is included in the conversation....
by Brent Keltner | Feb 23, 2023 | Uncategorized
Account expansion is hard, right? Maybe not. Hilary Riley, VP of Partner Success at Mainstay, has a more strategic approach to account expansion – it is all about working a mutual success plan. “You have to make sure you regularly go back up to the balcony and take a...
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