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...
by Brent Keltner | Jun 23, 2020 | Uncategorized
Sellers do not close deals, buyers close deals. The role of the seller is to guide the buyer to a close with the right questions – questions that surface a prospects’ pain and turn them into potential value. This sales truth was impeccably documented1 by Neil...
by Brent Keltner | Jun 9, 2020 | Uncategorized
The majority of sales meetings miss the mark for both the buyer and seller. A few years back Forrester did research showing that 80% of executives do not find meetings with sales representatives valuable. Recent research from Xant (formerly InsideSales) on more than...
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