Leading go-to-market teams by creating an authentic buyer journey05:55 Authenticity is a transparent conversation about co-development 09:53 The trusted advisor model in sales has a reciprocal relationship16:48 Advisors who project manage for clients are valued22:45 Go-to-market teams need commitment to practice to get better27:04 Leaders need to commit part of their time to coaching30:26 Brent's routine: Prayer, meditation, and exercise33:00 Reflect on bad experiences and refine to reveal opportunities for growth38:04 Writing a book and using stories to impart lessons42:25 Being hypercompetitive, Brent cannot stand to lose43:29 Success is knowing that you did the right thing44:49 Connect with Brent ------------------------------QUOTES09:54 "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."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."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."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?"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 at what you do."You can learn more and follow Brent on the following links below.LinkedIn https://www.linkedin.com/in/bkeltnerWebsite (The Revenue Acceleration Playbook) - https://authenticitywins.com/Website (Winalytics) - https://winalytics.com/If you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - [email protected] - https://twitter.com/jbenj09