Brent Keltner, author of the upcoming book The Revenue Acceleration Playbook, and Founder and President of Winalytics.
Authenticity is at the core of a successful relationship between advisors and clients. This does not refer to saying yes to everything, but it does mean that there is a commitment on both sides to co-develop solutions that are the right fit for each others' needs.
Brent shares his insights on what go-to-market teams need to do to achieve their goals. This includes a commitment to practice and have accountability for actions, but for leaders to also commit their time to coaching and ensure teams have the tools they need to reach their overarching goals. For Brent, routines outside of work also fundamentally affect the success at work. This includes his Christian faith, meditation, exercise, and the need to reflect on both wins and losses and how these provide a framework of how to become ever better moving forward.
Episode Notes
HIGHLIGHTS
02:35 Leading go-to-market teams by creating an authentic buyer journey
05:55 Authenticity is a transparent conversation about co-development
09:53 The trusted advisor model in sales has a reciprocal relationship
16:48 Advisors who project manage for clients are valued
22:45 Go-to-market teams need commitment to practice to get better
27:04 Leaders need to commit part of their time to coaching
30:26 Brent's routine: Prayer, meditation, and exercise
33:00 Reflect on bad experiences and refine to reveal opportunities for growth
38:04 Writing a book and using stories to impart lessons
42:25 Being hypercompetitive, Brent cannot stand to lose
43:29 Success is knowing that you did the right thing
44:49 Connect with Brent
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QUOTES
09:54 "People talk a lot about the trusted advisor model in selling now where it's not about me selling you or closing you, but it's about introducing an opportunity for partnering."
18:26 "Totally huge. Part of the trusted advisor model is we have expertise which we can bring to our advisors on the right next step of the conversation. They're not saying yes to a signed contract. They're saying yes, I will take that step to see if there is fit on both sides."
23:58 "We have teams that use call reviews or teams that look at emails, activate our dealer solutions. They review emails. How well did you capture the buyer, payoff statement, our aligned capabilities, our success stories, and what we're going to do about it next."
24:50 "That commitment to practice makes the difference between good and excellent. And so I just like to compare notes with people on how do you commit your team to practice?"
27:10 "Think about an hour a week, just 3% of your working week that is dedicated to skills practice either in an individual coaching call or a team coaching call. And we alternate those. It's an hour a week, right? 3% of your time to get better at what you do."
You can learn more and follow Brent on the following links below.
- LinkedIn - https://www.linkedin.com/in/bkeltner
- Website (The Revenue Acceleration Playbook) - https://authenticitywins.com/
- Website (Winalytics) - https://winalytics.com/