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...
by Brent Keltner | Feb 21, 2023 | Uncategorized
It’s been a long, often lonely, journey. But I’ve found my tribe. I started my professional career as a Ph.D. social scientist doing qualitative research for a decade at Stanford and the RAND Corporation. I loved the focus in the Academy on learning, evidence-based...
by Brent Keltner | Feb 16, 2023 | Uncategorized
There is a persistent disconnect across Go To Market teams. Does any of this sound familiar? Marketing develops branding and messaging that isn’t used by DemandGen or Sales BDR teams set meetings that Sales views as poorly qualified and a waste of time Sales...
by Brent Keltner | Feb 14, 2023 | Uncategorized
Today will be interesting. I have to tell a CEO that “yes, he really does need to lead go-to-market strategy.” Revenue team alignment has to replace revenue team acrimony. I want to be as polite as possible. But, wow, conflict between these sales, marketing, and...
by Brent Keltner | Feb 9, 2023 | Uncategorized
For ABC Fitness, like many businesses, the pandemic was a do-or-die moment. Unlike other businesses, ABC used the crisis as a moment of opportunity to get better and stronger. “We took that time to really think through a lot of our strategy and our approach to sales,”...
by Brent Keltner | Feb 7, 2023 | Uncategorized
Simple story, important insight. Your customers are the source of all truth. I was connected with a CEO working to turn around a company with a disruptive video infrastructure technology. They’d quickly gotten to $1MM in ARR then stalled. This CEO had a previous exit,...
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