by Brent Keltner | Mar 10, 2022 | Uncategorized
Be human. People buy from people they like, not from companies. Of course, building rapport will definitely not secure you a deal by itself. That’s more a function of the value you and your company can offer a buyer. On the other hand, NOT building rapport can lose...
by Brent Keltner | Mar 8, 2022 | Uncategorized
Brent and Jason Pasquale of Activator Dealer Solutions discuss taking a very personalized approach to prospecting outreach and shifting your focus from your product to your buyer’s business objectives. Authentic prospecting anchors on buyer goals and sharing social...
by Brent Keltner | Feb 24, 2022 | Uncategorized
Recap often. It is that simple. If you recap often in your buyer and customer calls, you will close more deals faster. I have been asked a lot lately on podcasts: “What’s the easiest way my listeners can start having the authentic conversations you recommend? What one...
by Brent Keltner | Feb 22, 2022 | Uncategorized
Brent and Christina Yu of NovoEd discuss prospecting as a way of gathering market intelligence and getting smarter about your value prop. Every prospecting campaign is an opportunity to test your value messaging against different buyer personas. “Obviously a key goal...
by Brent Keltner | Feb 17, 2022 | Uncategorized
Great buyer discovery is really just a series of “small wins.” Brent was honored to be the first male guest on Lori Richardson’s Women in Sales Podcast. Listen to Lori and Brent and talk about the “give and take” of good buyer discovery. Rather than have the...
by Brent Keltner | Feb 15, 2022 | Uncategorized
“You build the most momentum in buyer conversations by engaging individual buyers with a message specific to them while also connecting all buyers to shared goals” That is how Sujay Darji, Regional Sales Manager for Anthology, a provider of enterprise higher education...
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