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...
by Brent Keltner | Apr 19, 2023 | Uncategorized
Customer Success (CS) has become vital to sustainable sales growth. Recent headlines tell the story: “Why Customer Success is the Future of Revenue Growth” and “Why Customer Success is Vital to the Future of Sales.” So why is this? This...
by Brent Keltner | Apr 13, 2023 | Uncategorized
For growth-driven businesses, the buyer journey needs to take priority over the seller journey. “We have to think about accountability to the buyer for each go-to-market team,” says Roderick Jefferson, author of Sales Enablement 3.0. “It cannot be about sales above...
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