by Brent Keltner | Oct 28, 2021 | Uncategorized
What matters most in building a top sales team – recruiting or skills training? “Our sales success comes from recruiting for the right intrinsic characteristics,” says Josh Allen, Chief Revenue Officer at Owl Labs. “Sales process, messaging and negotiation...
by Brent Keltner | Oct 14, 2021 | Uncategorized
When is the right time to build vertical expertise? “It is never too early!” says Rob Brewster, CEO at GoFormz. “Investing in verticalization helped jumpstart our growth. It brought us closer to customers and let our sales teams speak with expertise by using the...
by Brent Keltner | Jul 11, 2021 | Uncategorized
Are you leaving money on the table because you are perceived as a point solution rather than as a platform with broad enterprise value? “We want our new logo team to look for quick wins on a single-use case, but it is our platform value that is the game-changer for...
by Brent Keltner | Jul 1, 2021 | Uncategorized
Most go-to-market teams underperform their growth potential because they focus too heavily on team-level measures of success. They say Marketing is good at identifying and engaging buyers, Sales is good at working deals, and Customer Success is good at customer care...
by Brent Keltner | Jun 17, 2021 | Uncategorized
How do you get your marketing, sales, and customer success teams to prioritize the buyer journey over their own department-level goals? Sales, Marketing, and Customer Success each have their own personality and culture. Sales is stereotypically focused on earning...
by Brent Keltner | Jun 3, 2021 | Uncategorized
A good mutual success plan shifts the buyer-seller relationship from “closing a deal” as an isolated transaction to relationship building that connects each buyer-seller conversation around the opportunity to “continually expand value.” Broad goal exploration...
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