Publisher Description
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, 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.
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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.
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Troy Williams, managing director, University VenturesÂ
