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Get startedThe Revenue Acceleration Playbook
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Learn moreWant 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, and the entire go-to-market organization from Marketing to Sales to Customer Success, The Revenue Acceleration Playbook is your guide to building a high-growth organization, from the sales floor to the executive suite.
Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology. 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. He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.
Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology. 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. He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.
Reviews
“The Revenue Acceleration Playbook is filled with practical strategies to have intelligent, authentic conversations with buyers. The result? Unprecedented sales growth.” —Jill Konrath, author of SNAP Selling and More Sales, Less Time
“Sales is way more than simply talking up your products. The Revenue Acceleration Playbook shows you how to lead from a customer-value perspective instead so you can scale your business.” —Verne Harnish, founder of Entrepreneurs’ Organization (EO) and bestselling author of Scaling Up (Rockefeller Habits 2.0)
“The ideas in The Revenue Acceleration Playbook will change the mentality of your go-to-market team. Rather than ‘getting the product demo,’ the focus will be on making your buyers and customers more successful. That shift will unlock your team’s full growth potential.” —Gary Fortier, CEO, Ready Education
“Top producers need strong situational awareness. Playbooks break down each buyer interaction into digestible “plays” that can be trained and reinforced. It is a powerful approach to sales acceleration.” —Russ Jackson, VP of Growth Sales, NECI
“Women have natural advantages as revenue leaders. The Revenue Acceleration Playbook shows how buyer empathy, listening skills, and authentic communication can take the performance of any sales leader or sales professionals to the next level.” —Lori Richardson, CEO, Score More Sales and host of Conversations with Women in Sales podcast
“Anchor on buyer value early and often. That single lesson from The Revenue Acceleration Playbook will fundamentally change how you approach buyer conversations and pricing conversations. It can help optimize profitability and drive higher buyer satisfaction during final negotiations” —Deric Peterson, VP of commercial sales, Verisk
“Sales can feel harder today than going to Mars. The Revenue Acceleration Playbook guides you through transforming your go-to-market team around a trusted advisor model and helps build breakout growth” —Mark Guthrie, chief growth officer, Mutualink
“Digital transformation for an energy, transportation, or manufacturing company is hard. This book dramatically increases a vendor's chances of success. Align the shop floor to the executive suite on a shared idea of value and measure, measure, measure to prove tangible results.” —Raj Atluru, founder and managing director, Activate Capital
“Building great relationships is hard. It starts with listening to others and encouraging them to share with you. The Revenue Acceleration Playbook turns traditional product-led selling on its head and teaches go-to-market teams to uncover buyers’ needs first, then build a bespoke solution for each customer in a scalable way.” —Troy Williams, managing director, University Ventures