by Brent Keltner | Oct 13, 2022 | Uncategorized
From her first sales job to a CRO role for a Series D, B2B SAAS company in four years. How did that happen? How did that happen in such a male-dominated field? “As a consultant, I was trained to always begin a client conversation with how I can help them solve a...
by Brent Keltner | Oct 11, 2022 | Uncategorized
We are on the cusp of recession — if we are not already in one — so what is a sales leader to do? We have to stay focused on what we can control. A recent survey from Jimney revealed that 65% of us are worried about a recession. In fact, it’s one of the...
by Brent Keltner | Sep 27, 2022 | Uncategorized
The temptation to sell on ROI is understandable. Upwards of 60% of sales end with a “no” decision because buyers don’t see enough value in making a change. The status quota is a formidable obstacle. But, here’s the thing, selling on ROI actually hurts your chances of...
by Brent Keltner | Sep 22, 2022 | Uncategorized
Buying is now a team sport. Selling needs to be as well. “To engage and convert more ideal customers, align your sales and marketing teams around an ‘always be helping’ philosophy,” says Johan Abadie, Chief Marketing Officer at ProcessMaker. “It is no longer sales or...
by Brent Keltner | Sep 20, 2022 | Uncategorized
Agile is the new sales methodology. Go-to-market (GTM) teams can learn a lot from software developers. Many of us know that modern software development is all about designing, developing, testing, and iterating based on systematic feedback loops. When executed well,...
by Brent Keltner | Sep 15, 2022 | Uncategorized
The simplest way to improve your deal velocity? Get to a buyer success statement. Think of the success statement as your buyer’s why. It recaps in two or three sentences what will motivate your buyer to purchase from you. A success statement leads to higher deal...
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