by Brent Keltner | Aug 18, 2022 | Uncategorized
A hyper-personalized buyer experience is typically associated with B2C companies and the consumer journey. No longer. It has become equally important for strong B2B growth. I recently spoke to Pouyan Salehi, the co-founder and Chief Executive Officer at Scratchpad,...
by Brent Keltner | Aug 11, 2022 | Uncategorized
Yes, you can really engage your buyers in 10 seconds. But it requires preparation and practice! Create four different “10-Second Commercials” on “Why” buyers should talk to you. The big market problem you solve for buyers Your brand promise or unique value claim...
by Brent Keltner | Aug 4, 2022 | Uncategorized
“It’s not my job to prospect. It’s my job to work deals.” Really?! I have heard that from way too many AEs as well as sales consultants. There’s been quite a bit of chatter debating whether AE’s should be accountable to top of funnel activities, otherwise known as...
by Brent Keltner | Jul 28, 2022 | Uncategorized
Keeping leadership teams aligned on growth goals and priorities has become a lot harder. The pace of competition, virtual work, and geographically dispersed teams all create friction. I recently spoke to Gary Fortier, Chief Executive Officer at Ready Education, about...
by Brent Keltner | Jul 26, 2022 | Uncategorized
Product-driving selling is an incredible annoyance to buyers, but appears to be alive and well. That is, at least judging from several recent vendor experiences. At Winalytics, like so many of you, we have been doubling-down on our outbound and demand generation...
by Brent Keltner | Jul 19, 2022 | Uncategorized
There is one simple reason more of your buyers and customers do not engage. The content and stories you share do not speak to their personal needs and goals. Content too often is developed as individual assets and does not tell a story about personalized value. Sarah...
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