Authenticity in Sales with Brent Keltner

<p>HIGHLIGHTS</p><p>02:35 Leading go-to-market teams by creating an authentic buyer journey</p><p>05:55 Authenticity is a transparent conversation about co-development </p><p>09:53 The trusted advisor model in sales has a reciprocal relationship</p><p>16:48 Advisors who project manage for clients are valued</p><p>22:45 Go-to-market teams need commitment to practice to get better</p><p>27:04 Leaders need to commit part of their time to coaching</p><p>30:26 Brent's routine: Prayer, meditation, and exercise</p><p>33:00 Reflect on bad experiences and refine to reveal opportunities for growth</p><p>38:04 Writing a book and using stories to impart lessons</p><p>42:25 Being hypercompetitive, Brent cannot stand to lose</p><p>43:29 Success is knowing that you did the right thing</p><p>44:49 Connect with Brent </p><p>------------------------------</p><p>QUOTES</p><p>09:54 "People talk a lot about the trusted advisor model in selling now where it's not about me selling you or closing you, but it's about introducing an opportunity for partnering."</p><p>18:26 "Totally huge. Part of the trusted advisor model is we have expertise which we can bring to our advisors on the right next step of the conversation. They're not saying yes to a signed contract. They're saying yes, I will take that step to see if there is fit on both sides."</p><p>23:58 "We have teams that use call reviews or teams that look at emails, activate our dealer solutions. They review emails. How well did you capture the buyer, payoff statement, our aligned capabilities, our success stories, and what we're going to do about it next."</p><p>24:50 "That commitment to practice makes the difference between good and excellent. And so I just like to compare notes with people on how do you commit your team to practice?"</p><p>27:10 "Think about an hour a week, just 3% of your working week that is dedicated to skills practice either in an individual coaching call or a team coaching call. And we alternate those. It's an hour a week, right? 3% of your time to get better