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...
by Brent Keltner | May 26, 2020 | Uncategorized
Sales teams make two big mistakes in their prospecting work. First, in their messaging they rely too heavily on product pitching, content and attention grabbers that lead to an information blur and cause prospects to check out. Second, in their outreach approach,...
by Brent Keltner | May 11, 2020 | Uncategorized
Most sales and marketing teams spend too much time leading with their product and product functionality. Product pitching typically causes buyer disengagement. A few years back Forrester found that 80% of executives believe meetings with sellers are a waste of time...
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