If you focus on making your buyer more successful, you will be more successful. Listen to Brent and Jay Tinkler discuss buyer success statements on The Remarkable Project podcast. Your customers don’t want to know about your

Listen to Brent and Ramzi Marjaba discuss this and other topics on Ramzi’s “We The Sales Engineers” podcast. In the old world of selling, buyers needed you to find out about your product. They were

Sean Casey with eLumen talks to Brent about his “work backwards plan” or “path to partnership” for deals, which has improved his team’s close rates and deal forecasting across revenue leadership roles at eLumen, Burning

Make your customers the hero. Celebrate their success, not your own. If you want to sell more and expand faster, don’t talk about your company or your product. Talk instead about how your current customers

Brent talks to Adam Ellingson, EVP of Sales at CeriFi, about how content can create a value-driven customer journey and drive 40%+ revenue growth even in a mature market. CeriFi is a provider of training for

If we’re not excited about our company and its products or services, why should our buyers or customers be excited? They shouldn’t be! Buyers and customers can sense right away if you aren’t passionate about

“What are you working on?” True story. That simple question helped Claudette, a new BDR 4-weeks into her role, to turn a “no” into a $200k opportunity.  Here is how the conversation went: Claudette: “Hi,

Ben Robinson, SVP of Sales at Zeel@Work, talks to Brent about his innovative approach to connecting sales and account management to support faster account expansion and higher enterprise deal values with a team selling approach.   

Are you missing out on getting business because you’re not asking your customers for referrals? The answer is probably, YES!  This is just one of the many topics Alice Heiman and Brent discussed recently on