by Brent Keltner | May 23, 2023 | Uncategorized
No one really cares about your product. That is, unless it solves an important problem for them. That is why skill #2 in our Sales 3.0 Series is building your expertise with micro-presentations highly tailored to each buyer’s goal to replace a product pitch. The sales...
by Brent Keltner | May 16, 2023 | Uncategorized
AI has sparked both excitement and apprehension. With its ability to automate tasks, process vast amounts of data, and mimic some human characteristics, AI has already started to transform business and will continue to do so. As far as the sales profession, I have...
by Brent Keltner | May 11, 2023 | Uncategorized
Land and Expand is a key growth strategy for any multi-product company. Less obvious is that the #1 driver of land-expand success is the go-to-market leadership team’s mindset. “There are lots of things that have to be well aligned for land and expand to work,” says...
by Brent Keltner | May 9, 2023 | Uncategorized
Sales 3.0 Series, Skill #1: Start every sales conversation with discovery, rediscovery, or confirmation on your buyer’s why. Why are they talking to you? The sales profession is still recovering from the disaster of the Sales 2.0 period (2011 to 2019). Sellers were...
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...
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