by Brent Keltner | Feb 15, 2022 | Uncategorized
“You build the most momentum in buyer conversations by engaging individual buyers with a message specific to them while also connecting all buyers to shared goals” That is how Sujay Darji, Regional Sales Manager for Anthology, a provider of enterprise higher education...
by Brent Keltner | Feb 10, 2022 | Uncategorized
Have you ever heard Venus Williams or Tom Brady or Derek Jeter complain about practicing? For top performers, a commitment to practice is a given. So when asked to train or practice, why do so many salespeople respond with something like: “We don’t need to practice,...
by Brent Keltner | Feb 10, 2022 | Uncategorized
“Nobody cares about your products except for you. They care about themselves” is how David Meerman Scott explains the key reason product pitching fails sales and marketing teams. In a recent conversation with David, I had the opportunity to explore why go-to-market...
by Brent Keltner | Feb 2, 2022 | Uncategorized
“Arguably the single most important input for your prospecting motion is understanding why your existing customers chose you in the first place.” We live in a noisy world and it is difficult to stand out, but capturing your customer’s voice can help you break through....
by Brent Keltner | Feb 1, 2022 | Uncategorized
“The follow up email doesn’t lie. You either learned these things in the meeting or not.” Listen to Bobby Coy of Activator Dealer Solutions explain why he finds follow-up emails such a powerful tool to review and coach on discovery calls. The best discovery meetings...
by Brent Keltner | Jan 28, 2022 | Uncategorized
In traditional account planning, the focus on customer value can quickly get lost in the industry analysis, competitive positioning, product white space, and relationship mapping. Carrie Straub at Mursion shows how to change this formula to grow account values...
Recent Comments