142: Revenue Acceleration Made Achievable with Brent Keltner

<p><strong>HIGHLIGHTS</strong></p><p>02:45 You didn't start off thinking I'm going to be a sales guy and then become a sales trainer guide</p><p>06:37 I ran. And trained to my team, how to run sales, discovery calls</p><p>015:15 What I've found is that if the person who's not necessarily the decision-maker, but they're the one carrying the water up to the provost, for example, they're the one carrying the thing up there.</p><p>021:01 They have been trained by crappy salespeople.</p><p>15:48 They don't want the process to be completely transparent as best we can.</p><p>30:52 We're going to enjoy our work more and make more money</p><p><strong>QUOTES</strong></p><p>08:29 “If you don't have a million, I'm happy to lend you some of mine to get up to a million. Right. But there's only so much bandwidth they can have. And so the second part is, is once they admit that that's a problem and they admit, um, that, or then they can realize that they need to, they can make this a priority one.”</p><p>013:09 “So we say, okay, we'll look real time in your calendar and say, Hey, okay, why don't we start with you? Can we get, identify a 30 hour call where you and I can do it well, socialize that to others, to your point, that let's see what they will commit to, because if they're still blowing you off at that point, they won't even commit just you and them.”</p><p>15:33 “And if that kid, if they can't say, I think this is a great idea. Then it ain't gonna fly. And so one of the things that we talk about, and I think you probably do it too, is the person you're talking to, the person you get on the phone or the person you have this meeting with. If they don't think it's a great idea to do it, then chances are, it's not going to happen.”</p><p>18:34 “A hundred percent. And I think one of the things you and I talked about it, a pre-call, um, at the beginning, that's a nice recap email with, is what I heard you say. You know, obviously some information about the product and this is what we agreed to do next. So that email summary, w