by Brent Keltner | Mar 24, 2022 | Uncategorized
Brent talks to Beth Nelson at Plus Delta Partners about the power of reference selling as a business growth driver. Beth and the team at Plus Delta have figured out that they can grow much faster by learning their customers’ language and capturing their customer’s...
by Brent Keltner | Mar 22, 2022 | Uncategorized
In a recent conversation on the Stories Of Selling Human podcast, Alex Smith and Brent discuss how to close deals faster by using an authentic approach to sales discovery. While it may seem counterintuitive to busy sales people, in reality, taking a more authentic,...
by Brent Keltner | Mar 10, 2022 | Uncategorized
Be human. People buy from people they like, not from companies. Of course, building rapport will definitely not secure you a deal by itself. That’s more a function of the value you and your company can offer a buyer. On the other hand, NOT building rapport can lose...
by Brent Keltner | Mar 8, 2022 | Uncategorized
Brent and Jason Pasquale of Activator Dealer Solutions discuss taking a very personalized approach to prospecting outreach and shifting your focus from your product to your buyer’s business objectives. Authentic prospecting anchors on buyer goals and sharing social...
by Brent Keltner | Feb 24, 2022 | Uncategorized
Recap often. It is that simple. If you recap often in your buyer and customer calls, you will close more deals faster. I have been asked a lot lately on podcasts: “What’s the easiest way my listeners can start having the authentic conversations you recommend? What one...
by Brent Keltner | Feb 22, 2022 | Uncategorized
Brent and Christina Yu of NovoEd discuss prospecting as a way of gathering market intelligence and getting smarter about your value prop. Every prospecting campaign is an opportunity to test your value messaging against different buyer personas. “Obviously a key goal...
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