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

#revenueoperations #revopswithanedge #saas  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.