by Brent Keltner | Jan 11, 2022 | Uncategorized
During a recent conversation with @Kushal Saini Kakkar on the On The Flip Side podcast, Brent explained the Programmatic Prospecting Play. It means focusing every single prospecting campaign on creating new opportunities AND learning from your market. Each campaign...
by Brent Keltner | Dec 22, 2021 | Uncategorized
How well do you leverage a diversity of backgrounds to build a high-performing sales team? “Building a diverse team is one of the keys I have found to consistent high-performance in sales,” says Christopher Sheppard, SVP of Higher Education at Vector Solutions....
by Brent Keltner | Dec 16, 2021 | Uncategorized
How effectively do you use team-based learning to understand what your buyers value, so you can sell more and sell faster? “We use a weekly ‘test and improve’ session to be more successful in our sales positioning and execution, “says Greg Carder, Vice President of...
by Brent Keltner | Nov 23, 2021 | Uncategorized
How well do you harness your customers’ voice to sell faster into target market segments? “We sell to fundraising teams in four different markets,” says Beth Nelson, Chief Client Officer at Plus Delta Partners. “We work with research universities, small- to...
by Brent Keltner | Oct 28, 2021 | Uncategorized
What matters most in building a top sales team – recruiting or skills training? “Our sales success comes from recruiting for the right intrinsic characteristics,” says Josh Allen, Chief Revenue Officer at Owl Labs. “Sales process, messaging and negotiation...
by Brent Keltner | Oct 14, 2021 | Uncategorized
When is the right time to build vertical expertise? “It is never too early!” says Rob Brewster, CEO at GoFormz. “Investing in verticalization helped jumpstart our growth. It brought us closer to customers and let our sales teams speak with expertise by using the...
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