Brent Keltner, founder and President Winalytics LLC and author of The Revenue Acceleration Playbook.

SaasHoles "Rev Ops with an edge"

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Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent joins Jason Ferrara, Marcus Cauchi and Pete Jansons on the SAASholes Revenue Operations Podcast to talk Revenue Operations Best Practices

Key Moments:

0:00

3:09 Show Start

3:34 Brent Keltner Linkedin Post

4:02 Sales/CS/Marketing are all different animals

4:29 How do you tell someone their baby is ugly

6:00 Do Most CEO’s know this but just don’t want to deal with it?

6:10 Rule of thirds

6:34 Whats the payoff for org without this strife?

7:04 Gartner Study Lifestyle Personalization

8:25 2 Biggest Blockers

9:34 How can marketing work with customer service, sales and product to create an efficient buyers journey message

10:00 Content and Alignment

10:40 Reference to Bill Mahoney Episode

12:21 ABC Fitness

13:09 Value Plays and Brand Promise

15:37 Ways our brains are wired

16:04 3 Mindset Problems CEO must overcome

16:22 Customer is the source of all truth

16:42 How do you accelerate revenue in a decelerating environment

18:26 Steps to bring buyers in

18:47 Can your buyer see themselves on you website

19:20 Organize your website to personalize to different buyer segments

19:50 What are value plays?

20:09 2023 people are anxious how do you get them to chillax?

21:20 How do you get closer to your customer?

23:14 What is the data we should be getting from current customers?

24:20 Leadership and customer alignment problem

24:50 Customer vs Prospect

25:46 Strategic Customer Service

26:06 Hilary Riley brings in Customer Service to Closing Meetings

26:47 complexity of sales org has exploded

27:45 is it over complicated?

28:40 Up to 30-40 Million Rev CEO Should Own Revenue Responsibility

29:03 Biggest mistake company’s make to scale revenue is to hire Chief Revenue Officer

30:00 When does founder stop being responsible for revenue?

32:16 Overcomplicating

33:00 Investors Influence

33:29 What percentage of VS’s fail?

34:20 Investors buy predictable revenue streams not people

34:55 Brent Keltners Career Progression Story

36:10 SAASholes Survey 60% company’s still have not given out annual quotas

38:00 Why are company’s giving out quotas so late every year?

38:20 Salary vs Commissions

38:40 Leadership Sucks

39:35 Goal Posts keep changing

40:07 Company Valuation is more important than people

41:28 Top Performers will always be top performers

43:16 Dirty Secret of Sales Teachings

44:00 BLSA London School Of Economics Study Efficiency Command Control management vs Operational Coaching

46:23 Value of Authentic Conversations

50:00 Inspection is about buyer journey not seller journey

Brent Keltner, Ph.D. is founder and President of Winalytics LLC and author of The Revenue Acceleration Playbook. Brent created Winalytics method to help clients reach their top growth potential by shifting from product driven selling to value-driven go-to-market strategies.

Brent brings to the role more than a decade of experience as a revenue leader in enterprise to early stage companies and ten years as a Ph.D. social scientist at Stanford and the RAND Corporation. Brent’s clients have included Ascend Learning, Credo Reference, DealerRater, Lexmark, Mursion, Ready Education, True Fit, and Verisk Analytics.

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