by Brent Keltner | Jan 21, 2025 | Uncategorized
With the buyer journey now 70% digital, buyers have become sophisticated content consumers. If your content isn’t contextually relevant, you quickly lose engagement. Ren Chin, CMO at GoFormz, emphasizes this: “Contextually relevant content speaks to situational value...
by Brent Keltner | Jan 16, 2025 | Uncategorized
Top-performing sales teams train continually. In fact, sales teams that commit to an hour of weekly skills coaching per team member see 15-20% average sales performance gains. The ABC Fitness sales team, under the leadership of Lee Robinson and Aaron Verasammy,...
by Brent Keltner | Jan 14, 2025 | Uncategorized
Content engagement is key to buyer intent, yet many marketing teams miss the mark. Buyers are often overwhelmed rather than engaged by the content being produced. With 70% of the buyer journey now digital, shift from thinking about content volume—“how many blogs...
by Kevin Holland | Dec 19, 2024 | Uncategorized
What a year of go-to-market disruption and transformation we have seen in 2024 As the year winds down, we have been reflecting on the experiences of 2024 and the lessons we have learned. The environment for both SaaS and Services businesses has shifted in significant...
by Brent Keltner | Dec 17, 2024 | Uncategorized
Sales coaching is essential to developing high-performing sales teams, but frontline sales managers often struggle to find the time for coaching. Theresa Smith, CRO at Level Data, perspective is that “front-line managers need to own the coaching plan, but peer...
by Brent Keltner | Dec 12, 2024 | Uncategorized
Marketing to sales alignment on outbound conversion activities is an often missing step in capturing those buyers who have already demonstrated interest. If you are like most marketing teams, you have hundreds to thousands of leads that have come to your website or...
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