In the Press
Brent is currently on a media tour talking to media outlets and writing about his new book, The Revenue Acceleration Playbook. Below are featured articles and interviews from the tour.
Holistic ABM is for Everyone In a World of Buyer Personalization
Customer Think | July 24, 2022 | Read Here
A hyper-personalized buyer experience is usually associated with B2C companies and the consumer journey. No longer. It has become equally important for strong B2B growth. The single fastest way to bring your team into alignment around buyer personalization is to extend your account-based marketing (ABM) marketing from the traditional focus on marketing and early buyer engagement to create a holistic ABM strategy across your entire go-to-market team.
The COO as a new CEO Revenue Partner
CEO World | June 14, 2022 | Read Here
CRO is a “hot” trending title, but more CEOs are choosing a COO as their revenue partner instead. There are several cross-industry trends that are making the COO a “go-to” revenue partner. Here are a few that you as CEOs should keep your eye on.
Sales, Marketing, and Customer Success — Three Revenue Teams, One Customer Experience
Customer Think | April 14, 2022 | Read Here
Sales, Marketing, and Customer Success teams each have their own personality and culture. Differences between these three revenue teams can be a strength or a weakness. When these teams work in alignment, they support a shift to a customer-centric enterprise that creates deep loyalty and drives revenue growth. When the different personalities work at odds, it creates a disjointed customer experience that hurts engagement and revenue achievement.
How Do You Create an Authentic Buyer Journey? Stop Selling Your Product.
built in | April 13, 2022 | Read Here
To create an authentic buyer journey and sell more, don’t tell your buyers about your product. Tell them how you can solve their problem.
Brent Keltner Of Winalytics: How To Be Great At Sales Without Seeming Salesy
Authority Magazine | March 3, 2022 | Read Here
“More money, more rewarding interpersonal relationships, less conflict in the day, and greater opportunities to learn and grow.” Brent’s interview with Charlie Katz in Authority Magazine.
If You Want To Sell More, Ditch The Sales Pitch in Favor of ‘Authentic Conversations’
IMPACT | March 1, 2022 | Read Here
Brent Keltner, president of Winalytics, sums it up bluntly: “Sales is a broken profession,” he says. “Sales training has evolved very little in 50 years. There’s a focus on product training and methodology training, but no focus on having authentic, fluid conversations with buyers.” And this is a problem.
Your Brand Promise Is Too Important for the Marketing Department
CEOWorld | February 17, 2022 | Read Here
While many CEOs relegate content, such as blog posts, webinars, white papers, case studies, etc., to the marketing function for lead gen, “High growth CEOs think differently,” Brent argues. “They recognize marketing creates content, but that they need to own their content strategy that brings their brand promise into every single buyer and customer interaction.” He then outlines a 4-step action plan for CEOs to align their content strategy to their brand promise.