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.
Brent Keltner Featured on the SAASholes Podcast
February 25, 2023 | Listen Here
The SAASholes hosts talked to Brent about a recent article in which he writes about the importance of building revenue team alignment across sales, marketing, and customer success. These teams are very different animals. They have different goals. They have different working styles – they’re not wired to get along. If you don’t actively work towards alignment, they will misalign and kill your customer journey and experience.
How To Build a Million Dollar Sales System | Brent Keltner
December 16, 2022 | Listen Here
Lisa and Kosta talk with the Author of The Revenue Acceleration Playbook and President of Winalytics Brent Keltner. Brent has 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. This episode is a complete guide to how you and your business can build a million dollars sales system and skyrocket your growth.
Using Programmatic Prospecting to Drive More Meetings
November 16, 2022 | Listen Here
There are thousands of companies out there that are competing for the same buyer’s attention. So how do you cut through the noise and land more meetings? This podcast focuses on how one can make use of programmatic prospecting to drive more meetings. We are guested by Brent Keltner, author, founder, and president at Winalytics LCC, that’s a go-to-market- and revenue acceleration consultancy. Brent talks about the importance of aligning your teams, the role of personalized content in prospecting, and how to get through the middle of the funnel. Brent gets into a few tips and tricks that you can use to personalize your go-to-market strategy, and make sure that you’re delivering the right value to the right buyer persona.
Sales and Cigars Episode 76 Brent Keltner “The Revenue Playbook”
November 15, 2022 | Listen Here
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.
Adjusting to the Sales Power Shift with Brent Keltner
October 25, 2022 | Listen Here
Host Bryan Whittington is joined by Brent Keltner. Bryan and Brent take us on a deep dive adjusting to the sales power shift.
This is Part 9 of 9.
How Writing A Book Can Benefit You And Your Customers
October 3, 2022 | Listen Here
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 discusses 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
September 29, 2022 | Listen Here
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.
Accelerating Revenue Through Value-Oriented Selling—with Brent Keltner
August 29, 2022 | Listen Here
If you want to get work that you should get and at a faster clip, you have to orient toward value for the clients, not your services or products. Brent shares specific strategies and techniques for selling your services and products as a consultant and a systematic way to employ them so that you have a higher likelihood of success.
Focusing on the Buyer’s Journey w/ Brent Keltner
July 20, 2022 | Listen Here
Brent is an expert at sales and “Winning Deals”. His focus is on the buyer’s journey and recommends that everyone listening. ⭐”The whole focus is to help your customer or buyer see a more successful future.”
How To Shift From Product-Centric To Buyer-Centric Marketing and Sales, Brent Keltner
June 7, 2022 | Listen Here
Brent discusses how to shift from product-centric to buyer-centric marketing and sales and so much more. Listen in to learn more.
Brent Keltner – A deep dive into the 4Ms of investing
May 30, 2022 | Listen Here
Most investors make the mistake of only looking at the numbers and wonder why they are not picking strong investments. You need to look past the numbers and look at the business. Overall, you need to understand 4Ms, including the Margin of Safety, Meaning, Moat, and Management. In this episode, our guest helps us gain a better understanding of each so you know what to look for before you invest. Listen in to learn more.
The Marketing Book Podcast: “The Revenue Acceleration Playbook” by Brent Keltner
May 2022 | Listen Here
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?
Listen in to learn more!
Aligning Your Sales & Marketing Authenticity With Brent Keltner
April 23, 2022 | Listen Here
Top go-to-market teams are different. They create an authentic buyer journey by leading with buyer goals and payoffs rather than 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. Listen in to learn more!
Why You Need to Have Authentic Conversations with Customers with Brent Keltner
April 20, 2022 | Listen Here
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!
Be a “Buyer-Guide”
April 7, 2022 | Listen Here
Brent joins the 10-Minute Entrepreneur podcast to discuss how the sales profession is broken and how to sell effectively in today’s world.
Support The Customer by Holding Something in Reserve
March 14, 2022 | Listen Here
How can sales engineers improve their role to further help guide customers to buy and how can they collaborate better with their salespeople so they are aligned? In this episode, Brent Keltner of Winalytics shares his brilliant insights on how our approach to sales can be improved, what we can do as sales engineers to improve, and how we can help our customers come up with a buyer success statement that will be beneficial for everyone involved in the company.
The Revenue Acceleration Playbook with Brent Keltner
March 10, 2022 | Listen Here
Captain Hoff interviews Brent Keltner, CEO of Winalytics and author of “The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing.”
Teaching Your Sales Team to Have Authentic Conversations with Brent Keltner
March 10, 2022 | Listen Here
We dive into the topic of authentic conversations: what they are, how to spot them, and how they differentiate your business. The episode will leave CEOs contemplating what authentic conversations with their customers look like and how to build and train a sales team that can have these conversations. We cover all aspects of having authentic conversations with buyers during our discussion. You’ll learn how to find out if your team is currently having authentic conversations, how authentic conversations can lead to better discovery calls and more sales, and how to hire salespeople with an aptitude for having authentic conversations. If you’re looking to differentiate yourself from the competition, having authentic conversations is the way to do it. Listen in to learn more!
This Sales Mindset Shift Will Make Your Customers More Successful with Brent Keltner
March 7, 2022 | Listen Here
Commit 3% of your time, an hour a week to getting better at helping buyers anchor on value. Stories, value discovery strategies, that give-get at the end. Where do they see value? Commit 3% to write down your questions. Just get with a peer, ask your manager. If you commit 3% a week, you will be amazed at how quickly your selling velocity gets better.
Brent Keltner, Ph.D. founder and President of Winalytics
March 2, 2022 | Listen Here
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…
Ditching Buzzwords, What is Selling with Your Authentic Self? – Brent Keltner, CEO, WinAnalytics
February 23, 2022 | Listen Here
Listen in as Brent discusses authenticity and integrity in sales, the authentic buyer journey, the revenue acceleration framework, and much more!
Brent Keltner – Sales Acceleration Expert
February 21, 2022 | Listen Here
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 Interviewed on SaaS Sales Players Podcast with Jesse Woodbury
February 14, 2022 | Listen Here
A Stanford Ph.D’s Approach to Selling & The Value-Driven Growth Methodology with Brent Keltner of Winalytics
AI Applications in Sales Pattern Recognition with Brent Keltner
February 12, 2022 | Listen Here
In this episode of the AI for Sales Podcast, Chad is joined by Brent Keltner, President and Founder at Winalytics. AI is not about to replace sales teams, but it has the potential to enhance many areas in sales funnels. Brent shares his thoughts on where AI will be best used. In their business where pattern recognition to increase close rates matter, Brent zeroes in on AI’s capacity to determine lookalike buyers and recognize patterns of buying triggers.
Enterprise Sales Development
December 2021 | Listen Here
Brent talks about content pathways and the value plays behind the brand. He also discusses how to give prospects reasons to care and how his background in academia has brought a different perspective to this space.
Lead with value, not your product: Brent Keltner on how to hook in your buyers
December 14, 2021 | Listen Here
Still using old formulas in a new market where your buyer is already armed with all the knowledge they need? Maybe it’s time to move to a new way of selling with value. Listen in to Brent as speaks to Wingman on the On the Flip Side podcast.
How to Partner with You to Win Faster & More Often
December 6, 2021 | Listen Here
A strong sales process can drive deal velocity. The last 10 minutes of any sales call are crucial, and should be utilized to build what we call a “decision roadmap.” That means learning more about your buyer’s process to purchase and rigorously qualifying them for alignment. This approach leads to a better quality of deals and you can close deals up to 40% faster. Listen recent conversation with Collin Mitchell on his Sales Transformation podcast.
A Conversation on Content Marketing and Authentic Buyer Journey
November 17, 2021 | Watch Here
In a world where buyers educate themselves through digital content, the lines between sales and marketing are often blurred. In this discussion with David Meerman Scott, we cover key points of overlap that are most important to anchoring buyer value, and strategies for go-to-markets to stay committed to an authentic buyer journey.
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.
Empathy in Sales Conversations
October 26, 2021 | Listen Here
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 with Lori Richardson on her Conversations with Women in Sales podcast about the power of empathy, communication skills, listening, and other traits women bring in big ways to sales conversations.
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.