EPISODE #1948MIN12.8.2021

Key Elements of a Sales Pitch from Brent Keltner

Best-Selling Sales AuthorsMessaging & Positioning

In this episode of Enterprise Sales Development podcast, we speak with Brent Keltner, author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success. 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.

Key Elements of a Sales Pitch from Brent Keltner

Other places you can find us

LISTEN ONSpotify

LISTEN ONApple Podcasts

LISTEN ONGoogle Podcasts

LISTEN ONAudible

LISTEN ONTuneIn Radio

What you'll learn on this episode

Prospecting and some of the prospecting plays Brent highlights in his book

Where new SDR organizations or scaling SDR organizations should start as they target groups or build a pitch that’s about them

Brent’s favorite approach to multithreading

Advice for teams trying to get their foot in the door at the large enterprises

A framework for designing strategies to get to acceleration

How his background in academia has brought a different perspective to this space

How he measures early success and consults with companies to pull back from corporate inertia

The impact of storytelling

Get to know Brent Keltner

Brent Keltner

PresidentWinalytics

Winalytics

Brent Keltner's best quotes

“We always say the goal of discovery is to get to a buyer’s success statement, which is based on the value play.”

Brent Keltner [06:08]

“The most powerful selling is around what you’ve already proven for your customers.”

Brent Keltner [06:25]

“I think you really got to think about this environment as hyper-personalization, the message and the channel that they care about and figure out what’s going to break through the noise.”

Brent Keltner [20:04]

“One of the a-has for me is that we’re actually not wired for authentic conversations… We have a reinforcement bias.”

Brent Keltner [36:18]

“Authenticity wins. And we’re on a mission to help people be successful, and be more authentic in the process and really live into who they are.”

Brent Keltner [46:58]