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The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success - Hardcover
Synopsis
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.
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About the Author
Brent Keltner, PhD, is president of Winalytics LLC and creator of Winalytics’ Journey First Growth methodology. Winalytics helps mid-market and enterprise customers accelerate account-based B2B growth in a range of industries from education to human capital, healthcare, and SaaS markets. Before starting Winalytics, Keltner scaled growth as a revenue leader at four different companies. He began his career as a PhD social scientist at Stanford University and the RAND Corporation. He has published articles on marketing and sales strategy at MarketingProfs and Sales & Marketing Management, and in CEOWORLD magazine, the MIT Sloan Management Review, and the California Management Review. He is the author of The Revenue Acceleration Playbook.
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The Revenue Acceleration Playbook Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success
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