by Brent Keltner | Jul 12, 2022 | Uncategorized
“We can’t do personalization at scale.” I hear that all the time. And at first blush, it feels like it makes sense. It’s hard to “personalize” sequences when an SDR touches hundreds of prospects every week. It’s hard to “personalize” our website when we have...
by Brent Keltner | Jun 30, 2022 | Uncategorized
Great virtual selling means running great conversations. Hear Gabrielle Dabi-Schwebel and Brent talk about how to create great virtual conversations that will lead to greater success on the Virtual Selling podcast. Virtual selling is not going away. A McKinsey study...
by Brent Keltner | Jun 28, 2022 | Uncategorized
Product pitching hurts when selling, but it is more common and more damaging in customer success. When Jeremy Kelly was at Burning Glass, he saw customer success teams were not often getting beyond their product — product onboarding, training, and...
by Brent Keltner | Jun 23, 2022 | Uncategorized
CRO is a “hot” trending title, but some CEOs are choosing a COO as their revenue partner instead. I recently spoke to Laurie Schrager, COO of Element, to understand why. “Our CEO needs to be out in front, building the case for Element to the market and investors. He...
by Brent Keltner | Jun 16, 2022 | Uncategorized
A growth mindset is critical to any high-growth company, but how can a CEO build this mindset? I recently spoke to Shiv Gaglani, the co-founder and Chief Executive Officer at Osmosis, about his approach: “It is a super-power to find and develop people who have the...
by Brent Keltner | Jun 14, 2022 | Uncategorized
A 2018 Gong study of recorded calls showed that calls with product discussions that are 9 minutes or less have a much higher likelihood of closing. The attention span of the typical buyer has dropped since then, making the principle of focusing on short...
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