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...
by Brent Keltner | Jun 9, 2022 | Uncategorized
In a recent conversation on The Bacon Podcast, Brian Basilico and Brent discuss how the lack of ideal buyer alignment is the quickest way to kill funnel velocity. Misalignment quickly results in buyer apathy during the sales process. Funnel velocity begins with...
by Brent Keltner | Jun 7, 2022 | Uncategorized
Stories sell, so why don’t sales and marketing teams use stories more frequently? Stories sell because unlike other forms of content — blogs, white papers, sell sheets, capability talk tracks — they create a subtle shift from “me and you” to “we.” ...
by Brent Keltner | Jun 1, 2022 | Uncategorized
I knew writing my first book would be hard…but marketing a first book is even harder! For that reason, I was very pleased to get 50 reviews for The Revenue Acceleration Playbook 50 days after the early April launch. Thanks to those who took the time to share this...
by Brent Keltner | May 26, 2022 | Uncategorized
Use a three-part meeting structure and your sales team will make the most of every single buyer meeting! John A. Hope at Ready Education talks to Brent about how using a three-part meeting structure helps his team better qualify prospects and move deals along more...
by Brent Keltner | May 24, 2022 | Uncategorized
Selling is broken (Part 3) … because sales processes dominate buyer and customer processes Buyers and customers do not move through our “funnel” in a linear way anymore. They move around fluidly between our website and content, sales, success, and marketing teams....
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