Product Overview
From Follett
Location of publisher obtained from publisher website.;Includes bibliographical references and index.;1. Discovering the authentic buyer journey -- 2. The revenue impact of an authentic buyer and customer journey -- Part I: A value playbook and an authentic buyer and customer journey ; 3. Value discovery as the foundation ; 4. Value mapping and value confirmation ; 5. A value playbook and team-level playbooks -- Part II: An authentic buyer journey and revenue outcomes ; 6. Prospecting as a trusted advisor ; 7. Selling into buyer-defined value ; 8. Closing and expanding on value ; 9. Customer success as a revenue driver -- Part III: Organizational supports for an authentic buyer journey ; 10. Three revenue teams, one revenue organization ; 11. Team-based skills development ; 12. Into action on an authentic buyer journey. "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." --Publisher marketing.
From the Publisher
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.