by Brent Keltner | Mar 18, 2021 | Uncategorized
The absolute #1 question in any buyer’s hierarchy of trust is this: Has this company had success working with my peers? In a recent call with a hospital in the Northeast, I heard Randi-Sue Deckard at BESLER nail the call opening with this simple line: “We are...
by Brent Keltner | Mar 11, 2021 | Uncategorized
Good discovery takes the guesswork out of sales and customer success work. It lets a new buyer tell us exactly why they are talking to us and what might motivate a purchase. It lets an existing customer tell us what could lead to an account expansion. The best...
by Brent Keltner | Mar 5, 2021 | Uncategorized
The heart of an authentic buyer journey lies in guided buyer discovery. The reality, however, is that good buyer discovery is a broken skill. Sales conversations should be about conducting GREAT buyer discovery. Ask the right questions, in the right order and you will...
by Brent Keltner | Feb 25, 2021 | Uncategorized
CEOs and revenue leaders often ask me “What is the most important thing I can do to drive sales revenue more consistently?” My response is always the same: train your sales team to start and end every sales conversation on buyer goals and payoffs. If you stop...
by Brent Keltner | Feb 4, 2021 | Uncategorized
The most important part of any sales meeting is the last ten minutes. Many sales meetings overload on product discussions or demos and then end abruptly with “Good meeting, thanks for your time, I will email you next week to follow-up.” The best sales meetings, in...
by Brent Keltner | Dec 8, 2020 | Uncategorized
Customer Success, like Customer Service, sits in the post-sale phase of the buyer journey, but the two teams engage customers in very different ways. Some companies make the mistake of blurring the lines of responsibility between Customer Service and Customer...
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