by Brent Keltner | May 19, 2022 | Uncategorized
Start with your buyer’s why…in every single conversation! Share your product capabilities through stories, because stories make your product actionable. These were key themes in Brent’s recent conversation with Wesleyne Greer on The Science of Selling STEM podcast....
by Brent Keltner | May 17, 2022 | Uncategorized
The 2010s saw a dramatic decline in sales reps on quote, as well as sales VP tenures. And, the decline in sales performance during that time is no coincidence. Three-quarters of sales and go-to-market (GTM) teams are stuck in product pitching, convinced that sharing...
by Brent Keltner | May 12, 2022 | Uncategorized
How do you keep your go-to-market team focused on a buyer’s business outcomes? Here is how Austin Kenny, Chief Revenue Officer at ETU, answers this question: “We need to be consultants to our buyers. Our platform is very configurable and if we start with a general...
by Brent Keltner | May 10, 2022 | Uncategorized
The 2010s saw a very high level of so-called “innovation” in sales strategy and methodologies. In 2011, there were only seven major methodologies. By 2019, the number of major sales methodologies tripled from seven to almost 20 different methodologies. We got...
by Brent Keltner | May 3, 2022 | Uncategorized
If you focus on making your buyer more successful, you will be more successful. Listen to Brent and Jay Tinkler discuss buyer success statements on The Remarkable Project podcast. Your customers don’t want to know about your product, they want to know how your product...
by Brent Keltner | Apr 29, 2022 | Uncategorized
Listen to Brent and Ramzi Marjaba discuss this and other topics on Ramzi’s “We The Sales Engineers” podcast. In the old world of selling, buyers needed you to find out about your product. They were dependent upon you to share information critical to their purchase...
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