Podcasts
Brent is currently on a podcast tour talking to sales and revenue leaders about his new book, The Revenue Acceleration Playbook. Below are featured podcast episodes from the tour.
How to Land and Expand Key Accounts Faster
November 12, 2021 | Listen Here
If you followed a sports team that didn’t have a playbook or didn’t practice their playbook, how serious would you think they are? I had a great conversation with John Golden on his SalesPOP podcast about leveraging value playbooks to land and expand key accounts faster. Value playbooks connect your product to the business value it creates for you buyers.
Increase Sales By Creating Authenticity Wins With Brent Keltner
November 9, 2021 | Listen Here
When we think about authenticity in sales, the starting point is a posture of empathy, and of service. It’s not about you, it’s about the buyer. Had a great discussion with Gary Ruplinger on his podcast Pipelineology about what constitutes an authentic buyer journey. We discussed a range of topics that contribute to faster revenue growth, including value plays.
How Creating an Authentic Buyer Journey Transforms Your Business
November 10, 2021 | Listen Here
I had a great conversation with Chris Decker on this topic as part of his Foundations Podcast. Chris and I discussed the core elements of an authentic buyer journey – what comes first is always your buyer’s why. We talked about anchoring on buyer goals, what a buyer’s success statement looks like, and how we can help them get there. We also had a great discussion on leading with your customer voice on the outcomes your product drives for customers rather than a product pitch.
Revenue Acceleration, Made Achievable with Brent Keltner (Part 1)
November 3, 2021 | Listen Here
It was great to be with Steve Schmidt on The Rise podcast recently. So many great questions on creating a hyper-personalized buyer and customer journeys. I loved the discussion of prospecting with empathy. It was also great to talk through strategies for connecting the sales and customer success organization and, in particular, the role of a mutual success plan to capture a full range of buyer goals.
Revenue Acceleration and Authenticity
October 14, 2021 | Listen Here
I’d like to thank Jordan Benjamin, Founder of My Core OS, for inviting me to join him on his Peak Performance Selling podcast. It is great to speak with a like-minded revenue leader who understands that authenticity and top sales performance go hand-in-hand. Top sales performers are also trusted advisors who focus on buyer problem solving.
Sales Acceleration Through Connecting Technical and Business Value
October 5, 2021 | Listen Here
Thanks so much to John Asher of Asher Strategies for having me on his podcast, Asher Sales Sense. John was trained as an engineer, before serving in the Navy, so we had a great discussion on sales acceleration through connecting technical and business value.
The 3 Pillars of Growth Acceleration
September 10, 2021 | Listen Here
Shout out to my friend Jay Webb, host of the Over Quota Podcast, who invited me onto his show to talk about creating playbooks for go-to-market teams. We dove deep into deal velocity and account expansion and talked about the 3 pillars critical to growth acceleration.