by Brent Keltner | Aug 4, 2022 | Uncategorized
“It’s not my job to prospect. It’s my job to work deals.” Really?! I have heard that from way too many AEs as well as sales consultants. There’s been quite a bit of chatter debating whether AE’s should be accountable to top of funnel activities, otherwise known as...
by Brent Keltner | Jul 28, 2022 | Uncategorized
Keeping leadership teams aligned on growth goals and priorities has become a lot harder. The pace of competition, virtual work, and geographically dispersed teams all create friction. I recently spoke to Gary Fortier, Chief Executive Officer at Ready Education, about...
by Brent Keltner | Jul 26, 2022 | Uncategorized
Product-driving selling is an incredible annoyance to buyers, but appears to be alive and well. That is, at least judging from several recent vendor experiences. At Winalytics, like so many of you, we have been doubling-down on our outbound and demand generation...
by Brent Keltner | Jul 19, 2022 | Uncategorized
There is one simple reason more of your buyers and customers do not engage. The content and stories you share do not speak to their personal needs and goals. Content too often is developed as individual assets and does not tell a story about personalized value. Sarah...
by Brent Keltner | Jul 15, 2022 | Uncategorized
Many B2B companies miss the opportunity to start buyer personalization right on their website. Karol Hernandez is solving this problem for SEAM Group. She knows, per Salesforce research, that 72% of B2B buyers expect a similar website experience as on a consumer...
by Brent Keltner | Jul 12, 2022 | Uncategorized
“We can’t do personalization at scale.” I hear that all the time. And at first blush, it feels like it makes sense. It’s hard to “personalize” sequences when an SDR touches hundreds of prospects every week. It’s hard to “personalize” our website when we have...
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