Podcasts about winalytics

Think you're in control of your sales process? Think again. “You can't force people to buy stuff they don't want to,” says today's guest, Brent Keltner.  And that simple statement shows who's really in charge. But it begs the question, if the customer is king, how do we guide the sales process while allowing them to remain in control? In episode 107 of How to Sell More, Mark Drager and guest Brent Keltner tackle this problem head-on. They cover why your team needs to shift from a “show up and pitch” approach to a guided approach to create a stickier sales process.   You'll also learn: ✅ The three-part framework for structuring effective sales conversations ✅ How to move from product-centric pitching to journey-first selling ✅ Simple ways to prepare for meetings that take just 10-15 minutes ✅ Why customer stories are your most valuable sales assets (and how to collect them) ✅ How third-party customer interviews can reveal insights your team might miss ✅ How to create follow-up emails that actually move deals forward   Meet today's guest: Brent Keltner is the President of Winalytics and the Author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success.    Listen to the full episode now!

Buyer Personalization Drives Revenue Generate more qualified leads that close and upsell faster from each buyer or customer interaction.  https://winalytics.com/ According to Gartner, Forrester, and McKinsey, 75% of B2B buyers expect deep personalization, and companies that get this right grow 2x faster than their peers. Easy to say, harder to do. Buyer personalization means not product pitching but telling a personalized story about value in each buyer interaction. Top sales teams understand this is only possible with shared sales playbooks to capture and share best practices for personalized messaging. Top marketing teams tell the same story about value across their website, content, campaigns and sales conversations. Brent Keltner, Ph.D. is founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. He is also author of The Revenue Acceleration Playbook. Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value. Before starting Winalytics, Brent spent more than a decade as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink. He began his career as a Ph.D. social scientist and spent 10 years conducting qualitative research interviews at Stanford University and the RAND Corporation.

Today, Andy facilitates an in-depth discussion about adjusting modern sales effectiveness, the buyer experience, and enhancing win rates with the help of new technologies. His guests include Jeb Blount, CEO of Sales Gravy and prolific author of sales books, Mark Cox, Founder of In the Funnel Sales Coaching, and Brent Keltner, president of Winalytics. The conversation dissects the potential impact of AI on the sales process and the importance of a balanced blend of human connection and AI advancements. They affirm that while AI could be a beneficial tool in sales, the unique value of human conversation in sales should never be disregarded.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate!Thank you to our sponsors:AllegoClozdCognism

Brent Keltner, Winalytics LLC's founder, stressed the significance of resilience and personalization in sales. He emphasized understanding customers' needs before pitching a product and using interview techniques to ask the right questions. Contrary to popular belief, Brent argued that success is not about personal growth mindset but about serving others first, focusing on their values, and helping them achieve their goals. This echoes his view on prioritizing others over self-preservation. Who's The Guest? Brent is the founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy which helps clients reach their top growth potential by personalizing value in sales and go-to-market strategy to each buyer's roles, goals, and market segment. Before starting Winalytics, Brent was a revenue leader for more than a decade at various companies and began his career as a Ph.D. social scientist. He has written 'The Revenue Acceleration Playbook' and has been featured in several publications. Episode Highlights How Brent uses a karate metaphor to show that resilience is the key in sales The mindset needed for success The importance of not winning the customer all the time, as not all customers can be good for the company The strategy of using feedback and the emotions of customers to reposition sales, improve sales scripts, and better conversations Improving the sales calls and the overall sales process How to audit sales calls and check back if the customer values the product or service The common beliefs in marketing and sales that Brent disagrees with Episode Resources Connect with Raul Hernandez Ochoa https://www.linkedin.com/in/dogoodwork/ https://twitter.com/rherochoa https://dogoodwork.io/ Connect with Brent Keltner https://www.winalytics.com/ https://www.linkedin.com/in/bkeltner/   Review, Subscribe and Share If you like what you hear please leave a review by clicking here

My guest is Brent Keltner, CEO of Winalytics. We dig deep into the impacts of self centred selling, we delve into the need to ask yourself better questions and reflect on the ripple effects of our decisions, our actions and how we think about our customer. This is not going to be a pretty episode as there are several moments where we hold up the ugly mirror. Buckle up. So much value packed into one show. Bring a means to make notes. Book recommendations: Brent Keltner - "The Revenue Acceleration Playbook" Todd Capone - "The Transparency Sale" Marcus Sheridan - "They Ask, You Answer" Carol Mahoney - "Buyer First" Charles H Green - "Trust-Based Selling" Andy Paul - "Sell without Selling Out" Bob Moesta - "Demand-Side Sales" Smibert, Maloney, Clulow - "The Wentworth Prospect"  Connect with Brent Keltner via email at bekeltner@winnalytics.com  Contact Brent via linkedin.com/in/bkeltner Website: winalytics.com/ (Company) Email: bkeltner@winalytics.com - - Book 15 minutes to explore if coaching with me is a good fit for you or if you're familiar with my work and you prefer to dive straight in, we will help you develop your plan for making sure you succeed and enjoy life in the process - https://calendly.com/marcuscauchi   Work to live, don't live to work!

So you have an idea. What is your Go To Market Strategy? Today's guest, Brent Keltner, Founder & President of Winalytics LLC, built a company to help business owners go to market with a plan for success. If you are a business owner or considering starting a business, this is a must-listen-to interview. Brent drops so many gems that you can not miss, including his top 5 tips. To name a few, 1. Get Out There- Go Wide- Look for Patterns 2. Identify- Who is my ideal customer? 3. Build a repeatable process and more..... To learn more, visit their website https://www.Winalytics.com Thank you for listening to another episode of the Perky Collar Radio Show. Warmest Regards, David M. Frankel Perky Collar Inventor, Perky, LLC Founder, Perky Collar Radio Show Host, Commercial Real Estate Broker & Business Broker www.PerkyLLC.com, www.BBOTC.net Feel free to join my Entrepreneur Group on Facebook www.Facebook.com/Groups/CharlotteEntrepreneurThinkTank Feel free to learn more about The Fenx and join fellow successful Entrepreneurs https://entrepreneurs-maclackey.thrivecart.com/the-fenx-monthly/?ref=cettsupport Feel free to connect with me on Linkedin www.Linkedin.com/in/DavidMFrankel Ready to write a book and share your story with the world? Let me help you get it done every step of the way. Go to https://perky.bookpublishingagency.com/ --- Support this podcast: https://podcasters.spotify.com/pod/show/perkycollaradioshow/support

NEW ADVENTURES ARE THE BEST PATHS TO TAKEIn this episode, Jordan continues his conversation with Brent Keltner, who emphasizes being open to trying new things and opportunities.Brent shares his experience of writing a book and how he learned from his book coach that writing with narratives and stories is more engaging for the reader. He emphasizes the importance of having a mentor and being open to learning from them.Jordan and Brent discuss the importance of committing to practice and being open to new experiences, and at the end of the episode, Brent shares where listeners can find and follow him, and Jordan encourages listeners to share the podcast with others and leave a review. PEAK PERFORMANCE HIGHLIGHTS:JORDAN: BE OPEN TO TRY NEW THINGS“You don't have to quit your job. You don't have to go for something totally different. But how do you put yourself in a different mindset? How do you challenge yourself and say, I might fall at this, I might fail completely. And that's okay. Because we're going to learn, we're going to grow, and we're going to have new skills at the end of it that we didn't have coming into it at the start.”BRENT: DEFINITION OF SUCCESS“I'm a Christian. So there's only one measure of success. I have a relationship with God that I want to bring into the world, and what I love about the direction of the book and the company is authenticity; it's a Christian value, that we serve each other. And so the idea of bringing that into business practice, I'm a very competitive dude, to be able to bring those into alignment is pretty powerful to me to say I'm doing something.” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

PRACTICE MAKES PERFECTYou will hear this from a whole lot of people, and sometimes it already sounds so cliché. However, practice is an integral part of your growth as a salesperson or whatever it is you do. You may not be able to be really perfect at what you do, but practice can bring you close.Winalytics President Brent Keltner is back for round 3 with Jordan, and in this episode, they talk about the qualities of a good leader, the importance of having a commitment to practice, how much time you really need for it, and many more. Tune in today to find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:BRENT: WHAT GOOD LEADERS ARE MADE OF“Good leaders have to be inspirational, empathetic, good communicators, and all that stuff, and there are people that are better qualified than me to talk about good leadership. But with go-to-market leadership, one of the things that I think is true of great leaders is the commitment to practice.”BRENT: AN HOUR IS ALL IT TAKES“Think about an hour a week, or 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 an hour a week, or 3% of your time, to get better at what you do, not to just close the deals, but to shift the arc, and I think the reality in my experience is, that is enough time if you do it repetitively, to shift the trajectory.” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

IF WE ARE ALL WILLING TO LEARN, WE WILL NEVER FAILBrent Keltner is back for another round with Jordan, and today, the two focus on being a trusted advisor and how to improve your team. Brent explains the definition of a trusted adviser, selling with reciprocation, what is the proper execution of the challenger sale, how a team can avoid failing, and a whole lot more. Find out in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:BRENT: THE TRUSTED ADVISOR“A trusted advisor is basically like, I'm going to introduce you to things that can move you forward, but I need to ask you back whether you see those as moving you forward.”BRENT: TOGETHER YOU LEARN, TOGETHER YOU EARN“If your team is open to learning from their customers, and from each other, and willing to do that, we will not fail.” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

AUTHENTIC AND TRANSPARENT, THE TWO-WAY STREET OF SUCCESSA lot of sellers have the tendency to be pushy and care only about their product and company whenever they get the chance to talk. In this episode, Jordan welcomes Brent Keltner, President of Winalytics LLC, and will be discussing his research method of learning about buyers and how authenticity and transparency come into play in the selling process. Find out more in this latest episode of Peak Performance Selling. PEAK PERFORMANCE HIGHLIGHTS:BRENT: WHAT AUTHENTICITY IS“To me, authenticity isn't a nice guy, or I'm gonna bend over like a nice gal, I'm gonna bend over do anything you ask. It's more about, there are two sides to this conversation, and the more I am anchored on what you care about, not my product, but what you care about, and whether I can make a match, and whether we can make a match together, that's authenticity.”JORDAN: TRANSPARENCY THROUGH MUTUALLY BENEFICIAL RELATIONSHIPS“Sales was so one-sided in the past, it was all about the seller, it was all about the company and what they're trying to sell, and as we move to this more mutually beneficial relationship and engagement that gets created, we can show up and be a little bit more transparent as a seller.”JORDAN: IT'S A TWO-WAY A STREET“It's a two-way street, not everybody's a good fit and the sooner you figure that out, the better. ” You can connect with Brent and check out his work in the links below:Brent Keltner | Winalytics.com If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin | MyCoreOs.com | Podcast | Email | Twitter

#revenueoperations #revopswithanedge #saas Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent joins Jason Ferrara, Marcus Cauchi and Pete Jansons on the SAASholes Revenue Operations Podcast to talk Revenue Operations Best Practices Key Moments: 0:00 3:09 Show Start 3:34 Brent Keltner Linkedin Post 4:02 Sales/CS/Marketing are all different animals 4:29 How do you tell someone their baby is ugly 6:00 Do Most CEO's know this but just don't want to deal with it? 6:10 Rule of thirds 6:34 Whats the payoff for org without this strife? 7:04 Gartner Study Lifestyle Personalization 8:25 2 Biggest Blockers 9:34 How can marketing work with customer service, sales and product to create an efficient buyers journey message 10:00 Content and Alignment 10:40 Reference to Bill Mahoney Episode 12:21 ABC Fitness 13:09 Value Plays and Brand Promise 15:37 Ways our brains are wired 16:04 3 Mindset Problems CEO must overcome 16:22 Customer is the source of all truth 16:42 How do you accelerate revenue in a decelerating environment 18:26 Steps to bring buyers in 18:47 Can your buyer see themselves on you website 19:20 Organize your website to personalize to different buyer segments 19:50 What are value plays? 20:09 2023 people are anxious how do you get them to chillax? 21:20 How do you get closer to your customer? 23:14 What is the data we should be getting from current customers? 24:20 Leadership and customer alignment problem 24:50 Customer vs Prospect 25:46 Strategic Customer Service 26:06 Hilary Riley brings in Customer Service to Closing Meetings 26:47 complexity of sales org has exploded 27:45 is it over complicated? 28:40 Up to 30-40 Million Rev CEO Should Own Revenue Responsibility 29:03 Biggest mistake company's make to scale revenue is to hire Chief Revenue Officer 30:00 When does founder stop being responsible for revenue? 32:16 Overcomplicating 33:00 Investors Influence 33:29 What percentage of VS's fail? 34:20 Investors buy predictable revenue streams not people 34:55 Brent Keltners Career Progression Story 36:10 SAASholes Survey 60% company's still have not given out annual quotas 38:00 Why are company's giving out quotas so late every year? 38:20 Salary vs Commissions 38:40 Leadership Sucks 39:35 Goal Posts keep changing 40:07 Company Valuation is more important than people 41:28 Top Performers will always be top performers 43:16 Dirty Secret of Sales Teachings 44:00 BLSA London School Of Economics Study Efficiency Command Control management vs Operational Coaching 46:23 Value of Authentic Conversations 50:00 Inspection is about buyer journey not seller journey Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent created Winalytics method to help clients reach their top growth potential by shifting from product driven selling to value-driven go-to-market strategies. Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation. Brent's clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics. --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Sales and Cigars Episode 76 Brent Keltner “The Revenue Playbook” This week Walter sits down with Brent Keltner of Winalytics and author of “The Revenue Playbook.” Brent comes from the world of academia and research, and he has learned to apply his recognition of patterns to sales. This is a great conversation about how sales culture works and the things that CEOs should be focused on to help their sales organization create the stories that position their company. Positioning and using the right words are important and how they should be focused on the outcomes of our customers and our customers customer. Grab a cigar, grab a cocktail and strap in for another fun episode of Sales & Cigars. Connect with Brent Keltner: https://www.linkedin.com/in/bkeltner/ https://winalytics.com/  https://winalytics.com/our-book/  bkeltner@winalytics.com Connect with Walter Crosby: https://www.linkedin.com/in/walterlcrosby/ https://calendly.com/walter-helix/15-minute-virtual-cup-of-coffee https://helixsalesdevelopment.com/ https://helixsalesdevelopment.com/podcast/ walter@HelixSalesDevelopment.com

My guest, Brent Keltner, is making his second appearance on Over Quota. After this episode, go back and listen to episode 73 where he talks about the 3 pillars of growth acceleration. Brent is the Founder and President of Winalytics, which helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value. Prior to Winalytics he spent 10 years as a revenue leader in early-stage and enterprise companies and 10 years as a PhD Social Scientist at Stanford and the Rand Corporation.  He's also the author of “The Revenue Acceleration Playbook: Creating An Authentic Buyer Journey Across Sales, Marketing, and Customer Success” In this episode we discuss what he learned from promoting his book, the impact writing a book had on his business, and the major takeaways that readers of the book have gotten. 

Joe Ingram and the Sales Genius Team welcome Brent Keltner, Ph.D. as the guest trainer for War Games Group. Brent is the founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. He is also the author of "The Revenue Acceleration Playbook." Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value. Find more about Brent and Winalytics at https://winalytics.com/ Get his book here: https://amzn.to/3RdLUZC --- Send in a voice message: https://anchor.fm/salesgenius/message

In this episode, I chat with Brent Keltner, CEO of Winalytics and author of “The Revenue Acceleration Playbook”, about how customer success stories and client testimonials can transform your sales process.Testimonial marketing is a powerful tool these days, given how noisy the world is. With such an overabundance of information on social media, we as customers have become very resistant to traditional marketing techniques.The traditional approach to marketing was very product-driven. But data shows that the old way is no longer yielding the same results that it used to. Instead, new techniques are needed that better resonate with customers.That's where customer success stories and client testimonials come in.When we hear a statement, our brains are naturally wired to resist. But testimonial marketing is about getting around this impulse to resist. When you lead with stories about your peers, there's a shift from “you and me” to “we”. That change can make people more receptive.Another benefit of this type of marketing is that it's a great way to get referrals. When you go to your customers and have conversations with them, it can be both a learning opportunity, and an opportunity for you to find other people who you can help.Simply ask, "Who else like you might benefit from the success we've had together?"Incentives are no longer enough to get referrals because people are so inundated with information. By using customer success stories, however, people will be happy to spread the word about you.Most business owners neglect testimonial marketing and stick to traditional approaches. But by sharing the past successes you've had through client testimonials, you can gain the trust of a whole new batch of customers.--------------------CONNECT WITH PETER BOOLKAH:--------------------http://www.Boolkah.comhttps://www.facebook.com/Boolkahhttps://www.instagram.com/pboolkah/https://www.linkedin.com/in/boolkahhttps://twitter.com/boolkah--------------------ABOUT PETER BOOLKAH--------------------Peter Boolkah (AKA The Transition Guy) is the World's #1 Business Transition Coach whose main passion in life is to work with talented and high performing business owners who are in the process of creating exciting, high growth businesses. Peter helps you to navigate and transition through the crucial growth pains that all growing businesses experience making it as painless and exciting as possible.It is important to remember that businesses do not just grow and develop on their own, it is up to us and our teams to make this happen by making every day purposeful. As businesses grow some parts of the journey will be easier than others and most owners do not have all the answers. Starting a business is one of the most exciting things we get to do and we all have aspirations of achieving great things. In fact Peter is yet to meet someone who started a business with the intention of failing.Peter's ultimate life goal is to inspire and empower over 100,000 Entrepreneurs to create long term thriving businesses resulting in the creation of 1,000,000 jobs.So if you are scaling up your business, you're in a business transition period, and want to know more then connect with Peter at Boolkah.com--------------------THE TRANSITION GUY --------------------Peter Boolkah is the World's #1 Business Transition Coach and also known as ‘The Transition Guy'. This YouTube channel and his podcast is where he shares his unique and direct approach to taking back control of your business (and your life) while growing and transitioning your business from one level to the next.

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

Brent Keltner, Ph.D. is the author of the April 2022 book The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success published by Page Two Books and distributed by Macmillan. He is the founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy. Winalytics helps clients reach their top growth potential by shifting from a product-driven to a value-driven go-to-market strategy by aligning sales, marketing, customer success, and product teams around buyer-defined value. Learn More About Brent's Book - Click Here

Get Your https://go.transformedsales.com/p3 (FREE GUIDE) to A Build High-Performance Sales Team Highlights How he became a go-to-market and revenue acceleration leader (02:12) Defining the authentic conversations that you can have with buyers (04:27) Applying the skills he acquired doing qualitative market research to his revenue growth work (06:48) Why you should start with your customer stories before going into your product (09:41) Being a Revenue Officer: Getting the sales team, marketing team, and other team players in alignment (12:09) Shifting your focus away from your product to thinking about your customer's WHY (14:39) The value of ensuring your core goal is to get into your buyer's world (17:53) Pattern recognition: The one thing that he took from his academic training into the corporate realm (22:47) NOBODY cares about your product (28:36) In this episode of the Science of Selling STEM, I will have a value-packed conversation with the Founder and President of https://winalytics.com/ (Winalytics LLC), Brent Keltner, Ph.D. Winalytics is a go-to-market and revenue acceleration consultancy that helps clients reach their top growth potential by shifting from product-driven selling to value-driven go-to-market strategies. Brent is also the author of the forthcoming book https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (“The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success”) Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early-stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation.   His clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics. Brent and I will dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate a business. You will learn what authentic conversations with your customers should look like and how to build and train a sales team that can have these conversations. We will cover all aspects of having authentic conversations with buyers during our discussion.  You'll also learn how to find out if your sales team is currently having authentic conversations, and how authentic conversations can lead to better discovery calls and more sales. If you're looking to differentiate yourself from the competition, having authentic conversations is the way to do it. Listen in to learn more! Quotes “Every phase of the buyer and customer journey starts with your buyer why and then your customer why. Then look at how you can make them more successful. You will grow faster, you will have better buyer and customer relationships, you will like your work more, and you will learn every day” - Brent Keltner “If you wanna capture your customer stories, don't just go and show up with a bunch of random questions. Ask 6 or 8 questions around what you think is your value” - Brent Keltner “Don't start with your product. Start with your customer stories” - Brent Keltner “Shift from thinking about your product and focus more on a story around how a customer used your product” - Brent Keltner “Don't focus on sales skills, focus on sales skills in the context of go-to-market skills because we should all be running authentic conversations at different depths” - Brent Keltner Resources Mentioned: https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019 (The Revenue Acceleration Playbook By Brent Keltner) Learn More About Brent in the Links Below: LinkedIn - https://www.linkedin.com/in/bkeltner/ (https://www.linkedin.com/in/bkeltner/) Website - https://authenticitywins.com/ (https://AuthenticityWins.com/) Email - BKeltner@Winalytics.com Connect with Wesleyne Greer: Wesleyne's Website - https://transformedsales.com/ Wesleyne on LinkedIn -...

How can you transition more elegantly from sales to customer success? In this Expert Insight Interview, we welcome Brent Keltner, the president of Winalytics and creator of the Winalytics Value-Driven Growth Methodology.

It's always great to talk to pure Salespeople. In this case Brent Keltner, President of Winalytics, where he helps clients with their build their best go-to-market. We discuss the purpose of sales, the role of a Sales Engineer in the sales process as seen from Brent's point of view and so many tips and nuggets are shared. Check out the full podcast at https://wethesalesengineers.com/show204

Brent Keltner, Ph.D. is founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. He is also author of the forthcoming book The Revenue Acceleration Playbook. Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer-defined value. Before starting Winalytics, Brent spent more than a decade as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink. He began his career as a Ph.D. social scientist and spent 10 years conducting qualitative research interviews at Stanford University and the RAND Corporation. Check out Brent's new book going to hit the market soon!! https://winalytics.com/our-book/ Buy us a beer? https://www.patreon.com/SaasHolesHave an idea for a topic, or guest? Pete@saasholes.net --- Send in a voice message: https://anchor.fm/saasholes/message Support this podcast: https://anchor.fm/saasholes/support

Summary: Brent Keltner is the President at Winalytics - company using a unique software-enabled services model to help clients achieve their top growth potential by consistently positioning and qualifying around buyer at each phase of the buyer journey. Brent created Winalytics' value-driven growth methodology and has positioned the company as the market leader for repeatable revenue solutions. Winalytics works with growth-stage to enterprise customers in a range of industries, including the education, human capital, SaaS, business operations, retail and marketing communications sectors. 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. Key moments: 01:51 - Authenticity and integrity in sales 10:50 - Buyers really close deals 12:30 - Authentic buyer journey 21:00 - Revenue acceleration framework 32:09 - Good selling is good questioning 28:37 - Experience is not a predictor of success Connect with Brent! https://www.linkedin.com/in/matttenney/ (LinkedIN) Connect with Us! https://www.linkedin.com/company/53108426/admin/ (LinkedIN: ) https://stories-of-selling-human.captivate.fm/ (Website: )

In this episode of The Remarkable Project Jay talks to sales expert and author Brent Keltner about why traditional funnels are failing, how to build buyer journeys that matter, which tools can help businesses ensure they are a true fit for their customers, and what fierce loyalty means for shareability. Brent Keltner, Ph.D. is founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy. He is also author of the forthcoming book ‘The Revenue Acceleration Playbook'. Winalytics helps clients achieve optimum growth potential by shifting from product-driven speeches to authentic conversations anchored in buyer-defined value.Before starting the business, Brent spent more than a decade as a revenue leader in enterprise to early stage companies, and he began his career as a Ph.D. social scientist, spending a decade conducting qualitative research interviews at Stanford University and the RAND Corporation.Remarkable Quotes from the Episode“Your product doesn't matter, it sounds like blah blah blah to your customers, what they want to know is how can your product make them more successful, so start there.” “You've got to go from thinking about selling to thinking about being a buyer guide.”“Harness the maverick behaviour for the benefit of the team.”Relevant References‘The Revenue Acceleration Playbook' by Brent Keltner [2022]Connect with BrentLearn about Brent's business and bookReach out via LinkedIn

Brent Keltner is the President of Winalytics' and creator of the value-driven growth methodology. Brent has over 10 years of experience as a revenue leader in enterprise to early stage companies and 10 years as a Ph.D. social scientist at Stanford and the RAND Corporation. Brent's clients have included among others AdmitHub, Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion and True Fit. Connect with Brent on LinkedIn: https://www.linkedin.com/in/bkeltner/ Work with Winalytics: https://info.winalytics.com/free-winalytics-growth-assessment-and-consultation

In this episode of Your FIRST $100K Show, Joseph Warren is joined by  Brent Keltner PhD Former Social Scientist and President of Winalytics  ...to discuss how to make your product all about your client.  Links Winalytics.com  AuthenticityWins.com  ★ Subscribe Apple | Stitcher | iHeart  BLOW UP ROCKS™  ELITE VIP COACHING FOR MEN  I Help Christian Husbands Go From Angry & Stressed to PEACE & PURPOSE in 90 Days or Less - without Therapy or Marriage Counseling! -  BlowUpRocks.com  Music: Purple-Planet.com

#Authenticity Wins With Brent KeltnerConnect with Brent:https://authenticitywins.com/ https://www.linkedin.com/in/bkeltner/ https://winalytics.com/ Connect with EMS: Need some help? http://ethicalmarketingservice.com Books: http://ethicalmarketingservice.com/book Want to be a guest?  https://ethicalmarketingservice.com/guest/ Twitter: https://twitter.com/EMS_Worthing Facebook: https://www.facebook.com/ethicalmarketingservice Linkedin: https://www.linkedin.com/in/thomas-green-18655b97/ Instagram: https://www.instagram.com/ethicalmarketingservice/ Pinterest: https://www.pinterest.co.uk/emservice/ TikTok: https://www.tiktok.com/@ethicalmarketingservice Pricing: https://ethicalmarketingservice.co.uk Subscribe: http://www.youtube.com/c/EthicalMarketingService Apple Podcasts: https://www.ethicalmarketingservice.co.uk/apple Spotify: https://www.ethicalmarketingservice.co.uk/spotify Stitcher: https://www.ethicalmarketingservice.co.uk/stitcher Brent's Bio:Brent Keltner, Ph.D. believes that buyers and customers are hungry for authenticity....His Revenue Acceleration Playbook introduces a simple, value narratives framework that will put your go-to-market team on the path to top performance.He's spent more than a decade as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink.As the president of Winalytics, Brent helps clients build their best go-to-market within and across sales, marketing and customer success. We accelerate new opportunity creation, deal velocity, account value, and the pace of segment growth. This book brings together their best playbooks all in one easy-to-read Playbook that you can start implementing in your sales organization from Day 1.

Brent Keltner, Ph.D. believes that buyers and customers are hungry for authenticity....His Revenue Acceleration Playbook introduces a simple, value narratives framework that will put your go-to-market team on the path to top performance.He's spent more than a decade as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink.Brent is now President of Winalytics and knows that top go-to-market teams are different. They create an authentic buyer journey by leading with buyer goals and payoffs rather their product across sales, marketing, and customer success . They raise team performance with a dynamic skills development model to capture and socialize top plays for every single buyer interaction. Winalytics helps clients build their best go-to-market within and across sales, marketing and customer success. We accelerate new opportunity creation, deal velocity, account value, and the pace of segment growth.Support the show (https://paypal.me/sidehustlecity)

This episode features our special guest Brent Keltner. Brent is the President of Winalaytics and the author of the upcoming book "Revenue Acceleration Playbook".  Brent and I discuss the power of an authentic customer journey and he explains how important it is to truly and 'authentically' understand you buyers problems before offering solutions. He also touches on the importance of understanding the long-term value of each client by stressing forward thinking of how your products and services not only help you buyer now, but in the future as well. You can pre-order Bren't book slated to be released in April of 2022. https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019/ref=sr_1_1?keywords=brent+keltner&qid=1641146940&sr=8-1You can visit Winalytics online here : https://winalytics.com/The book has a website of its own here: authenticitywins.com

Brent Keltner, Ph.D. is the founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy.  He is also the author of the forthcoming book The Revenue Acceleration Playbook.  Winalytics helps clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on buyer and customer-defined success.Book Your Free Revenue First Podcast Strategy here!Get Your Free Dial Session here!Claim Your Free 200 Leads here!Learn more about Brent in the links below:Website - https://winalytics.com/LinkedIn - https://www.linkedin.com/in/bkeltner/Learn more about Collin in the link below: LinkedIn - https://www.linkedin.com/in/collin-saleshustle/Also, you can join our community by checking out @salescast.community. If you're a sales professional looking to take your career to greater heights, please visit us at https://salescast.co/ and set a call with Collin and Chris. 

In episode 31, Rick is joined by Brent Keltner of Winalytics to discuss authenticity in sales, the Authentic Buyer Journey, and Brent's upcoming book, The Revenue Acceleration Playbook.  As always, thanks to our sponsor, DMSi. 

Episode #94: Would you like to grow your revenue through the roof? Well, you are in luck because this episode gives key details on how to do just that! Brent Keltner joins the show as the founder and President of Winalytics. With a proven track record, they have been able to shift their client's focus from product-driven to making each experience with a customer be an authentic journey. Grab your notepad and get ready to apply these nuggets to your business today!Bio:Brent Keltner, Ph.D. is founder and President of Winalytics LLC, a go-to-market- and revenue acceleration consultancy. We help our clients reach their top revenue growth potential by shifting from product-driven selling to focusing on an authentic buyer and customer journey. Authenticity always wins! When you anchor each buyer or customer conversations on how they define value, you will grow faster, and have more fun doing it. We help growth stage to enterprise customers in a variety of sectors, including education, human capital, business operations, retail, marketing communications.Before starting Winalytics, I spent more than decade years as a revenue leader in enterprise to early stage companies, including Kaplan, Eduventures, Plus Delta Partners and CollegiateLink. I began my career as a Ph.D. social scientist and spent 10 years conducting qualitative research interviews at Stanford University and the RAND Corporation.I live in Boston with my wife Ann-Marie, son John Henry (13), and daughter Anna (11). My wife Ann-Marie and I are active members of the Park Street Church and Boston Trinity Academy communities. I practice Uechi Ryu Karate with John Henry and Anna; we have each honed our skills to achieve the rank of black belt or junior black belt.Contact Brent:Website: winalytics.comLinkedIn: linkedin.com/in/bkeltner

How can you use ‘value playbooks' to land and expand key accounts faster? In this Expert Insight Interview, we welcome Brent Keltner, creator of Winalytics, a value-driven growth methodology.  

Top go-to-market teams are different. They create an authentic buyer journey by leading with buyer goals and payoffs rather their product across sales, marketing, and customer success . In this session, Brent (our very first male guest) talks about the power of empathy, communication skills, listening, and other traits women bring in big ways to sales conversations.  Brent is President of Winalytics and is focused on building go-to-market strategies across sales, marketing and customer success teams. 

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. This Asher Sales Sense Podcast - “Sales Acceleration through Connecting Technical and Business Value” - features host John Asher with guest Brent Keltner, Founder and President of Winalytics, helping clients reach their top growth potential by shifting from product-driven conversations to authentic conversations that anchor on what buyers and customers value most. Brent also is the author of the forthcoming book The Revenue Acceleration Playbook. Why did Brian Keltner write his new book The Revenue Acceleration Playbook? What is a value playbook? And, why is it so important to sales success? And what about buyer personas? How do they work together with a value playbook? How do you apply value playbooks to a more technical or engineering-oriented sale? What does it mean to connect technical and business value? How does that help close more sales and expand more sales? How does anchoring on value help with pricing and pricing negotiations in a technical sale? Listen to the answers to these questions and learn how you can stop selling, start connecting, and accelerate your sales.

In this episode I interviewed Brent Keltner, Founder and President of Winalytics, a consultancy which helps clients achieve top growth potential by consistently positioning and qualifying buyers at each phase of their journey.  Brent emphasizes the importance of playbooks, practice, and team-based learning, which, he says, are the 3 pillars needed for growth acceleration. Listen to the full episode to hear which playbooks growth minded teams should be using, the plays they should be running within each playbook, and the one play that everyone should master to accelerate deal velocity and expand deeper into existing accounts.  To go much deeper into this subject and to learn more from Brent, his new book "Revenue Acceleration Playbook" is now available on Amazon. Click here to learn more. You can also reach him directly at bkeltner@winalytics.com or here on LinkedIn. Thanks to Allego for sponsoring this episode! Does improving your overall sales performance for everyone, new hires and leaders alike, sound appealing? Not only does Allego allow you to record your best sales content for practice, collaboration, and feedback, but it gives you a way to organize your best content into one place, making it easily accessible. Click here to find out more about Allego

Join us as we continue the conversation on identifying the challenges businesses are facing today through the unique shifts in our economy and everyday life while planning for long-term success. This week's guest is Brent Keltner, President at Winalytics... we will be talking about his 4 principles and altruistic selling during post COVID-19.