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,...
by Emily Trask | Jan 31, 2023 | Uncategorized
Personalization is a human skill. When we focus first on others, we do better ourselves. Few individuals demonstrate this principle in such a compelling way as Kimberly Moore, Co-founder, and CEO of Go Together. She has had great success as a line sales producer,...
by Brent Keltner | Jan 24, 2023 | Uncategorized
One simple thing sets top revenue teams apart from other teams. They get buyers to answer this question: “What is holding you back from reaching your goals?” The focus on gap discovery leads to top performance for at least four reasons. The first is that it anchors...
by Brent Keltner | Jan 17, 2023 | Uncategorized
“We do that already!” blurted out the VP of Marketing and VP of Sales almost in unison at a once promising $10M MarTech company. Growth had flatlined. So, a board member asked me to answer a seemingly complex question: “Why is this promising company underperforming...
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