Personalizing Your Sales Strategy with Behavioral Science Insights with Brent Keltner

Brent Keltner, Winalytics LLC’s founder, stressed the significance of resilience and personalization in sales. He emphasized understanding customers’ needs before pitching a product and using interview techniques to ask the right questions. Contrary to popular belief, Brent argued that success is not about personal growth mindset but about serving others first, focusing on their values, and helping them achieve their goals. This echoes his view on prioritizing others over self-preservation.

Who’s The Guest? Brent is the founder and President of Winalytics LLC, a go-to-market and revenue acceleration consultancy which helps clients reach their top growth potential by personalizing value in sales and go-to-market strategy to each buyer’s roles, goals, and market segment. Before starting Winalytics, Brent was a revenue leader for more than a decade at various companies and began his career as a Ph.D. social scientist. He has written ‘The Revenue Acceleration Playbook’ and has been featured in several publications.

Episode Highlights

  • How Brent uses a karate metaphor to show that resilience is the key in sales
  • The mindset needed for success
  • The importance of not winning the customer all the time, as not all customers can be good for the company
  • The strategy of using feedback and the emotions of customers to reposition sales, improve sales scripts, and better conversations
  • Improving the sales calls and the overall sales process
  • How to audit sales calls and check back if the customer values the product or service
  • The common beliefs in marketing and sales that Brent disagrees with Episode Resources
  • Connect with Raul Hernandez Ochoa
  • Connect with Brent Keltner

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