by Brent Keltner | Oct 20, 2020 | Uncategorized
The current B2B selling environment is information rich, but buying insight poor. Potential buyers have access to almost unlimited amounts of information about vendors and their competitors from websites, peer review sites, and social media sites. More information,...
by Brent Keltner | Sep 29, 2020 | Uncategorized
In the current noisy, competitive market environment with very busy buyers, sales teams need to shift from a focus on individual sales transactions to a focus on continuously deepening and expanding value across a series of connected conversations. The best tool to...
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...
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