by Brent Keltner | Sep 15, 2020 | Uncategorized
Content marketing, in all its many forms, plays a critical role these days in supporting purchasing decisions. However, despite increasing volumes of content being produced for use in sales, marketing and customer success, the great majority of content is missing the...
by Brent Keltner | Sep 1, 2020 | 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 anchor...
by Brent Keltner | Aug 18, 2020 | Uncategorized
People in sales and business know instinctively that trust is key to selling. LinkedIn’s annual State of Sales report reinforces this with its survey data, calling the need for building trust building skills “an enduring trend.” In the 2018 report 49% of sales...
by Brent Keltner | Aug 4, 2020 | Uncategorized
In the fall of 2019, I was on a video call with Christina Yu, Mursion’s Vice President of Marketing, strategizing on how the marketing team could do more to support the company’s rapid sales growth. In 2015 Mursion had started the market for immersive, virtual...
by Brent Keltner | Jul 21, 2020 | Uncategorized
When AdmitHub was emerging as the premiere AI-based conversational messaging platform to help colleges with new student enrollments and higher student retention rates, most of its new prospect leads were inbound from director-level or manager-level staff in admissions...
by Brent Keltner | Jul 7, 2020 | Uncategorized
The current selling environment is complex. As Gartner has shown there are often 7+ buyers in the B2B sales process and vendors participate in less than 20% of the entire buying process. All of this means less opportunity for quality conversation and more potential...
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