by Brent Keltner | Jun 11, 2024 | Uncategorized
Standing out is simpler than you think. Shift from a focus “what we offer” to “what’s in it for your buyers.” And, it starts on your website. B2B buyers are bombarded with information from all corners of the internet, making it challenging for them to find solutions...
by Brent Keltner | May 30, 2024 | Uncategorized
BESLER’s sales transformation serves as an example of how businesses can leverage market and customer account insights to drive significant growth. BESLER is a leader in hospital revenue integrity and reimbursement solutions but faced challenges with stagnating new...
by Brent Keltner | May 28, 2024 | Uncategorized
If your marketing team grapples with demonstrated impact on sales opportunities and Closed Won deals or your sales team gets ghosted after call one, consider self-solutioning content. “It’s our goal to speak to each individual on our buying committee in terms...
by Kevin Holland | May 23, 2024 | Uncategorized
Forget your pitch. The most successful sales teams personalize in every sales conversation. It’s not about what we’re selling—it’s about how we tailor our conversation to understand our buyer’s personal win and connect our products and...
by Brent Keltner | May 21, 2024 | Uncategorized
The buyer journey has fundamentally changed. And, many buyers feel overwhelmed. Today’s buyers have access to nearly unlimited information about you and your competitors from websites, peer and product review sites, social media, and email outreach. It is information...
by Brent Keltner | May 16, 2024 | Uncategorized
You don’t have a clear thought leader in your organization, but no big deal, right? Think again. It may be holding you back. The lack of a thought leadership strategy – this is growth blocker #6 that my colleague Eric Rudolf and I identified in our conversation on...
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