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...
by Brent Keltner | Nov 12, 2020 | Uncategorized
While they are all revenue-oriented teams, Sales, Marketing, and Customer Success each have their own personality and culture. Sales is stereotypically “coin-operated,” focused on putting points on the board and earning more incentive comp. Marketing is filled with...
by Brent Keltner | Oct 20, 2020 | Uncategorized
The current B2B selling environment is information rich, but buying insight poor. Potential buyers have access to almost unlimited amounts of information about vendors and their competitors from websites, peer review sites, and social media sites. More information,...
by Brent Keltner | Sep 29, 2020 | Uncategorized
In the current noisy, competitive market environment with very busy buyers, sales teams need to shift from a focus on individual sales transactions to a focus on continuously deepening and expanding value across a series of connected conversations. The best tool to...
Recent Comments