Kindle
$9.99
Available instantly
Audible Logo Audiobook
$0.00
with membership trial
Hardcover
$20.82
Buy new:
-23% $20.82
FREE delivery Tuesday, May 14 on orders shipped by Amazon over $35
Ships from: Amazon.com
Sold by: Amazon.com
$20.82 with 23 percent savings
List Price: $27.00

The List Price is the suggested retail price of a new product as provided by a manufacturer, supplier, or seller. Except for books, Amazon will display a List Price if the product was purchased by customers on Amazon or offered by other retailers at or above the List Price in at least the past 90 days. List prices may not necessarily reflect the product's prevailing market price.
Learn more
Get Fast, Free Shipping with Amazon Prime FREE Returns
FREE delivery Tuesday, May 14 on orders shipped by Amazon over $35
Only 19 left in stock (more on the way).
$$20.82 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$20.82
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Ships from
Amazon.com
Ships from
Amazon.com
Sold by
Amazon.com
Sold by
Amazon.com
Returns
Eligible for Return, Refund or Replacement within 30 days of receipt
Eligible for Return, Refund or Replacement within 30 days of receipt
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Read full return policy
Returns
Eligible for Return, Refund or Replacement within 30 days of receipt
This item can be returned in its original condition for a full refund or replacement within 30 days of receipt.
Read full return policy
Payment
Secure transaction
Your transaction is secure
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
Payment
Secure transaction
We work hard to protect your security and privacy. Our payment security system encrypts your information during transmission. We don’t share your credit card details with third-party sellers, and we don’t sell your information to others. Learn more
$19.75
Get Fast, Free Shipping with Amazon Prime FREE Returns
Reading copy. Cover, spine and page edges show signs of wear and previous use. Bottom right corner of cover and pages slightly bent. No highlighting, writing, underlining or personal inscriptions. Not an ex-library copy. No water damage. 100% guarantee. Shipped with delivery confirmation. If you're not satisfied with purchase please return item for full refund. Reading copy. Cover, spine and page edges show signs of wear and previous use. Bottom right corner of cover and pages slightly bent. No highlighting, writing, underlining or personal inscriptions. Not an ex-library copy. No water damage. 100% guarantee. Shipped with delivery confirmation. If you're not satisfied with purchase please return item for full refund. See less
FREE delivery Thursday, May 16 on orders shipped by Amazon over $35
Only 1 left in stock - order soon.
$$20.82 () Includes selected options. Includes initial monthly payment and selected options. Details
Price
Subtotal
$$20.82
Subtotal
Initial payment breakdown
Shipping cost, delivery date, and order total (including tax) shown at checkout.
Access codes and supplements are not guaranteed with used items.
Amazon book clubs early access
Loading your book clubs
There was a problem loading your book clubs. Please try again.
Not in a club? Learn more
Amazon book clubs early access

Join or create book clubs

Choose books together

Track your books
Bring your club to Amazon Book Clubs, start a new book club and invite your friends to join, or find a club that’s right for you for free.
Explore Amazon Book Clubs
Kindle app logo image

Download the free Kindle app and start reading Kindle books instantly on your smartphone, tablet, or computer - no Kindle device required.

Read instantly on your browser with Kindle for Web.

Using your mobile phone camera - scan the code below and download the Kindle app.

QR code to download the Kindle App

Follow the author

Brent Keltner
+ Follow
More books from this author
Something went wrong. Please try your request again later.

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success Hardcover – April 5, 2022

by Brent Keltner (Author), David Meerman Scott (Introduction)
4.9 4.9 out of 5 stars 67 ratings
See all formats and editions
{"desktop_buybox_group_1":[{"displayPrice":"$20.82","priceAmount":20.82,"currencySymbol":"$","integerValue":"20","decimalSeparator":".","fractionalValue":"82","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"D46tU6sS18m4IY72dKRYnzWdGeRrKvj1GT9JfygWsMnN3QSWezgpL27jeKB6WZlfSrHR2w47xglE4stWNcAgEKObySX8pOLpxc5A884cf2m6xppYDtT76%2FrzkoByNVM31XOnTf%2BDFeKDg6DIdaI%2BSQ%3D%3D","locale":"en-US","buyingOptionType":"NEW","aapiBuyingOptionIndex":0}, {"displayPrice":"$19.75","priceAmount":19.75,"currencySymbol":"$","integerValue":"19","decimalSeparator":".","fractionalValue":"75","symbolPosition":"left","hasSpace":false,"showFractionalPartIfEmpty":true,"offerListingId":"D46tU6sS18m4IY72dKRYnzWdGeRrKvj1XRZCsFfzktD44zZvKqTEQZK0U1Vk41GvePA88GrD%2F2FAU6Td5jSMFv27iSDF7lSe%2F%2F0Xr4QTsIpTToAe4Z2LzWtITTfoFi8IKsXGayWbUfpSyo5vWS8ufqqnMC9ko808QIukMqEXyxCu9JCHQt61LH6eR2lixns3","locale":"en-US","buyingOptionType":"USED","aapiBuyingOptionIndex":1}]}

Purchase options and add-ons

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.

Read more Read less
Previous page
  1. Print length
    416 pages
  2. Language
    English
  3. Publisher
    Page Two
  4. Publication date
    April 5, 2022
  5. Dimensions
    6.32 x 1.26 x 8.79 inches
  6. ISBN-10
    1774581019
  7. ISBN-13
    978-1774581018
  8. See all details
Next page
Books with Buzz
Books with Buzz
Discover the latest buzz-worthy books, from mysteries and romance to humor and nonfiction. Explore more

Frequently bought together

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success
$20.82
Get it as soon as Tuesday, May 14
Only 19 left in stock (more on the way).
Ships from and sold by Amazon.com.
+
Revenue Operations: A New Way to Align Sales & Marketing, Monetize Data, and Ignite Growth
$22.48
Get it as soon as Monday, May 13
In Stock
Ships from and sold by Amazon.com.
+
CMO to CRO: The Revenue Takeover by the Next Generation Executive
$16.68
Get it as soon as Tuesday, May 14
In Stock
Ships from and sold by Amazon.com.
Total price:
To see our price, add these items to your cart.
Details
Added to Cart
Some of these items ship sooner than the others.
Show details Hide details
Choose items to buy together.

From the Publisher

The Revenue Acceleration Playbook Brent Keltner
The Revenue Acceleration Playbook Brent Keltner
The Revenue Acceleration Playbook Brent Keltner

Editorial Reviews

Review

“The Revenue Acceleration Playbook is filled with practical strategies to have intelligent, authentic conversations with buyers. The result? Unprecedented sales growth.” ―Jill Konrath, author of SNAP Selling and More Sales, Less Time

“Sales is way more than simply talking up your products. The Revenue Acceleration Playbook shows you how to lead from a customer-value perspective instead so you can scale your business.” ―Verne Harnish, founder of Entrepreneurs’ Organization (EO) and bestselling author of Scaling Up (Rockefeller Habits 2.0)

“The ideas in The Revenue Acceleration Playbook will change the mentality of your go-to-market team. Rather than ‘getting the product demo,’ the focus will be on making your buyers and customers more successful. That shift will unlock your team’s full growth potential.” ―Gary Fortier, CEO, Ready Education

“Top producers need strong situational awareness. Playbooks break down each buyer interaction into digestible “plays” that can be trained and reinforced. It is a powerful approach to sales acceleration.” ―Russ Jackson, VP of Growth Sales, NECI

“Women have natural advantages as revenue leaders. The Revenue Acceleration Playbook shows how buyer empathy, listening skills, and authentic communication can take the performance of any sales leader or sales professionals to the next level.” ―Lori Richardson, CEO, Score More Sales and host of Conversations with Women in Sales podcast

“Anchor on buyer value early and often. That single lesson from The Revenue Acceleration Playbook will fundamentally change how you approach buyer conversations and pricing conversations. It can help optimize profitability and drive higher buyer satisfaction during final negotiations” ―Deric Peterson, VP of commercial sales, Verisk

“Sales can feel harder today than going to Mars. The Revenue Acceleration Playbook guides you through transforming your go-to-market team around a trusted advisor model and helps build breakout growth” ―Mark Guthrie, chief growth officer, Mutualink

“Digital transformation for an energy, transportation, or manufacturing company is hard. This book dramatically increases a vendor's chances of success. Align the shop floor to the executive suite on a shared idea of value and measure, measure, measure to prove tangible results.” ―Raj Atluru, founder and managing director, Activate Capital

“Building great relationships is hard. It starts with listening to others and encouraging them to share with you. The Revenue Acceleration Playbook turns traditional product-led selling on its head and teaches go-to-market teams to uncover buyers’ needs first, then build a bespoke solution for each customer in a scalable way.” ―Troy Williams, managing director, University Ventures

About the Author

Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology. Winalytics works with growth-stage to enterprise customers in a range of industries, including the education, human capital, SaaS, business operations, retail and marketing communications sectors. Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation. He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.

Product details

  • Publisher ‏ : ‎ Page Two (April 5, 2022)
  • Language ‏ : ‎ English
  • Hardcover ‏ : ‎ 416 pages
  • ISBN-10 ‏ : ‎ 1774581019
  • ISBN-13 ‏ : ‎ 978-1774581018
  • Item Weight ‏ : ‎ 1.44 pounds
  • Dimensions ‏ : ‎ 6.32 x 1.26 x 8.79 inches
  • Customer Reviews:
    4.9 4.9 out of 5 stars 67 ratings

About the author

Follow authors to get new release updates, plus improved recommendations.
Brent Keltner

Brent Keltner

Brief content visible, double tap to read full content.
Full content visible, double tap to read brief content.

Brent Keltner, Ph.D. is President of Winalytics LLC and created Winalytics’ revenue acceleration and sales growth methodology. Winalytics works with growth-stage to enterprise customers in a range of industries, including the education, human capital, SaaS, business operations, retail and marketing communications sectors. Before starting Winalytics, Brent was a revenue leader in both early-stage and enterprise companies where he successfully scaled growth. He began his career as a Ph.D. social scientist and qualitative researcher at Stanford University and the RAND Corporation. He has published articles on go-to-market strategy in the Sloan Management Review, California Management Review, and The Financial Times.

Customer reviews

4.9 out of 5 stars
4.9 out of 5
67 global ratings
This is not "just another" book about sales - every sales and customer success leader should read
5 Stars
This is not "just another" book about sales - every sales and customer success leader should read
As a sales and operations leader I get "pitched" all the time by different salespeople and companies. I can't tell you how often I get an unsolicited email or message from someone who leads with what their product or service does without any awareness, interest or context about me and my business and what is important to me. That is the foundation of this book and what it teaches you to do - understand the value drivers and goals of your prospects, and then demonstrate how you can help achieve their goals through authentic conversations. This is why I believe every sales leader should give this a read.The author states in the book "Your buyers have access to almost unlimited information about your products. They don't want more product information from your team; rather, they want to quickly understand how your product helps achieve what they value most."The book presents a series of stories of the buyer and customer journey with many practical steps and activities that you can take to implement with your teams. It's chock full of great content and I am looking forward to incorporating this process and these concepts into my own sales and customer success processes!
Hide
Thank you for your feedback
Sorry, there was an error
Sorry we couldn't load the review

Top reviews from the United States

Simon Fowler
5.0 out of 5 stars What does your buyer really value, and how will you know?
Reviewed in the United States on April 20, 2022
Verified Purchase
Even if you only read the table of contents, you’ll start to rethink and improve your approach to sales, and change your expectations as a buyer! Pick any part, chapter or section and you’ll find clear, helpful insight that’s grounded in principle and reality. So purely in terms of book structure and instant helpfulness, this is one of the best I’ve read in the genre.

Many books also start with claiming “3 steps” to something magical, and by the end of the book you have 297 things to do, to remember. In contrast, “The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success” is almost fractal in nature: that title and subtitle telling you almost everything it’s about, but then woven into every part of the book, making it possible and easy for the reader to build layer upon layer of understanding.

As to the substance, I’ll name a three elements of Brent’s approach that compel me to recommend this book to individual sellers all the way to the C-suite. First, playbooks: this powerful construct addresses so many problems with typical sales improvement, by enabling explicit and constantly refined value narratives for every part of the organization responsible for creating seamless marketing, sales and customer experience. This is what will help C-Suite ground the whole organization in what the buyer values! Second, “deeper value discovery”: so much in that phrase that conveys authentic other-centered conversation, real curiosity, and a way of genuinely helping a buyer know and articulate what they value, that then makes authentic mapping to your service or product offering possible. Third, “team-based skill development”: this is gold-dust, and a rebuke to anyone who thinks just training will change anything. Brent’s focus on methods that enable knowledge retention, social learning and personalization, all supported by coaching, are essential practice!

I’ve worked in sales and leadership training for over 17 years, supporting sellers throughout that time, and making corporate and consumer buying decisions. If I wanted to sum up what I’ve learned, and stretch me further, this is the book to do it. I highly recommend it.
Helpful
 Report
Emily N. Trask
5.0 out of 5 stars Buyers close deals, not sellers!
Reviewed in the United States on May 10, 2022
Verified Purchase
A must-read for anyone in sales and marketing.

Salespeople have gotten a bad rap over the years because the sales process has been centered on them instead of the buyer/customer.

It’s refreshing to see this approach to sales – truly listening to and catering to our customers’ needs and goals – and guiding their experience based on understanding that. They often know what they need but might not (and often don’t) know how to get there. And as Keltner writes: “The role of the seller is to guide the buyer to a close with the right discovery questions—questions that surface a prospect’s pain and turn it into potential value.”

As championed in this book, marketing and sales – the customer journey – should be a tailored customer experience that educates, informs, and amplifies customer successes. Enabling potential buyers to see themselves achieving goals through your current customers’ experiences = success. “The heart of an authentic buyer journey lies in guided buyer discovery. The process of being guided with questions leads the buyer to be open to hearing and internalizing the insight—and feeling that it is their insight.”

As someone who has worked in various roles around sales and marketing for many years, I’ve always been baffled by the disconnect between sales and marketing functions. We need to be moving the boat in the same direction for the benefit of our customers. This is our job. Marketing and sales teams should be acting together as buyer guides to help customers get them to their goals.

Keltner’s Revenue Acceleration Playbook is both insightful and actionable – full of relatable customer success stories. His authentic approach is one that truly focuses on the buyer journey and experience to both produce happy customers and generate higher revenue – a win-win for everyone involved. Shifting from product-driven selling to authentic conversations leads to faster business growth.

So whether you’re selling shower curtain rings or enterprise software, you will benefit from the insights in this book!
Helpful
 Report
Jeff P.
5.0 out of 5 stars This is not "just another" book about sales - every sales and customer success leader should read
Reviewed in the United States on May 16, 2022
Verified Purchase
As a sales and operations leader I get "pitched" all the time by different salespeople and companies. I can't tell you how often I get an unsolicited email or message from someone who leads with what their product or service does without any awareness, interest or context about me and my business and what is important to me. That is the foundation of this book and what it teaches you to do - understand the value drivers and goals of your prospects, and then demonstrate how you can help achieve their goals through authentic conversations. This is why I believe every sales leader should give this a read.

The author states in the book "Your buyers have access to almost unlimited information about your products. They don't want more product information from your team; rather, they want to quickly understand how your product helps achieve what they value most."

The book presents a series of stories of the buyer and customer journey with many practical steps and activities that you can take to implement with your teams. It's chock full of great content and I am looking forward to incorporating this process and these concepts into my own sales and customer success processes!
Customer image
Jeff P.
5.0 out of 5 stars This is not "just another" book about sales - every sales and customer success leader should read
Reviewed in the United States on May 16, 2022
As a sales and operations leader I get "pitched" all the time by different salespeople and companies. I can't tell you how often I get an unsolicited email or message from someone who leads with what their product or service does without any awareness, interest or context about me and my business and what is important to me. That is the foundation of this book and what it teaches you to do - understand the value drivers and goals of your prospects, and then demonstrate how you can help achieve their goals through authentic conversations. This is why I believe every sales leader should give this a read.

The author states in the book "Your buyers have access to almost unlimited information about your products. They don't want more product information from your team; rather, they want to quickly understand how your product helps achieve what they value most."

The book presents a series of stories of the buyer and customer journey with many practical steps and activities that you can take to implement with your teams. It's chock full of great content and I am looking forward to incorporating this process and these concepts into my own sales and customer success processes!
Images in this review
Customer image
Customer image
Helpful
 Report