In today's episode, you'll discover:

1. What is a buying committee, and why is it so important in B2B sales today?

2. What is an account-based value proposition, in simple terms?

3. What is the biggest mistake your sales team may be making when selling to large accounts?

To support these three takeaways, I chose a quote from Gemma Davies:

"When you're trying to create change, you also need to change the mindset of the organizations you work with because they're used to doing things their way."

About Brent Keltner, Ph.D:

Brent is President of Winalytics LLC and creator of the Journey First Growth methodology. He helps B2B marketing and sales teams align around the buyer journey to accelerate revenue growth across industries, including SaaS, Education, and Healthcare.

How to Get in Touch with Brent Keltner:

Website: https://winalytics.com/

Email: partner@winalytics.com

Gift: Free Chapter on website- "The Revenue Acceleration Playbook."

Stalk me online!

Linktr.ee: https://linktr.ee/conniewhitman

Communication Style Assessment (CSA)™: https://changingthesalesgame.com/communication-style-assessment/

Subscribe to the Changing the Sales Game Podcast on your favorite podcast streaming service or YouTube. New episodes are posted every week - listen as Connie delves into new sales and business topics or addresses problems you may have in your business.

Journey First Selling: Account-Based Value Propositions That Speak to Every Decision-Maker with Brent Keltner (Episode 260)