386 The Revenue Acceleration Playbook by Brent Keltner
The Marketing Book Podcast
Douglas Burdett
4.9 • 868 Ratings
🗓️ 3 June 2022
⏱️ 70 minutes
🔗️ Recording | iTunes | RSS
🧾️ Download transcript
Summary
The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success by Brent Keltner
About the Book:
Want to accelerate your sales? Stop selling, and start connecting.
Today’s buyers are inundated with sales pitches coming at them from websites, peer reviews, social media, and email blasts. Is it any wonder they’re overloaded, overwhelmed, and tuned out?
The fact is, product-centered pitching simply doesn’t cut it anymore. Buyers don’t want to hear about your product’s features—they want to hear about how it can solve their problems or help them reach their goals.
In The Revenue Acceleration Playbook, sales and marketing expert Brent Keltner introduces a proven, go-to-market framework to increase personalization and authenticity across every step of the buyer journey—from initial buyer engagement and prospecting to closing new deals and expanding customer relationships, to growing target market segments.
Drawing on more than twenty successful company examples, Keltner shows you, step by step, how to build an authentic buyer journey that will generate more opportunities, higher account values, and faster segment growth.
An essential handbook for CEOs, revenue leaders, go-to-market team members, and everyone in between, The Revenue Acceleration Playbook is your guide to building a high-growth organization, from the sales floor to the executive suite.
About the Author:
Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology.
Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation.
He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.
And, interesting fact – he has a black belt in Karate!
Click here for this episode's website page with the links mentioned during the interview...
https://www.salesartillery.com/marketing-book-podcast/revenue-acceleration-playbook-brent-keltner
Transcript
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| 0:00.0 | This is Brent Keltner, author of the Revenue Acceleration Playbook, creating an authentic buyer |
| 0:07.0 | journey across sales, marketing, and customer success, and you are listening to the marketing book podcast. |
| 0:15.0 | Welcome to the marketing book podcast helping you keep up with the smartest |
| 0:21.0 | with the smartest thinking in the quickly changing field of modern marketing. |
| 0:24.7 | And now here's your host, Douglas Burdett. |
| 0:28.3 | Hello, thanks for joining me on the marketing book podcast where each week I publish an interview with the author of a new marketing or |
| 0:34.1 | sales book and which has been named as one of the top marketing podcasts by Forbes and LinkedIn |
| 0:39.6 | amongst others. Don't worry about taking notes. You can find links to everything |
| 0:43.0 | linkable in this episode's website page at marketingbook podcast.com. And since I |
| 0:48.1 | get to read every book featured on the show, if I can recommend a specific |
| 0:52.3 | marketing or sales book or any other |
| 0:54.5 | resource I know of for whatever challenge you're facing send me a LinkedIn |
| 0:58.1 | connection invite with a message that you're a listener and I will do my best to |
| 1:02.1 | get you pointed in the right direction. |
| 1:04.6 | My name again is Douglas Burdette. |
| 1:07.1 | This episode is sponsored by marketing architects, creators of the all-inclusive TV advertising concept that's so revolutionary, they wrote a book about |
| 1:15.8 | it. |
| 1:16.8 | I'll tell you more and how to get a free copy of the book in a few minutes. |
| 1:20.3 | Now let's get on with the show. Today we welcome Brent Keltner to talk about his book, |
| 1:25.0 | The Revenue Acceleration Playbook, |
| 1:27.0 | creating an authentic buyer journey across sales, marketing, |
| 1:30.0 | and customer success, published by page 2. Brent Keltner, PhD, is president of Winnelitics LLC and |
... |
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