Journey-First Selling and The Death of Product Pitches | Brent Keltner

Think you're in control of your sales process? Think again.

“You can't force people to buy stuff they don't want to,” says today’s guest, Brent Keltner.  And that simple statement shows who’s really in charge.

But it begs the question, if the customer is king, how do we guide the sales process while allowing them to remain in control?

In episode 107 of How to Sell More, Mark Drager and guest Brent Keltner tackle this problem head-on. They cover why your team needs to shift from a “show up and pitch” approach to a guided approach to create a stickier sales process.

You’ll also learn:

✅ The three-part framework for structuring effective sales conversations

✅ How to move from product-centric pitching to journey-first selling

✅ Simple ways to prepare for meetings that take just 10-15 minutes

✅ Why customer stories are your most valuable sales assets (and how to collect them)

✅ How third-party customer interviews can reveal insights your team might miss

✅ How to create follow-up emails that actually move deals forward

Meet today’s guest: Brent Keltner is the President of Winalytics and the Author of The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success. 

Listen to the full episode now!

🔥Connect with Mark Drager on LinkedIn → hi.switchy.io/markdrager

🔥Connect with today’s guest, Brent Keltner on LinkedIn → https://www.linkedin.com/in/bkeltner 

📖 Get your copy of The Revenue Acceleration Playbook →

https://www.amazon.com/Revenue-Acceleration-Playbook-Authentic-Marketing/dp/1774581019

🔥Learn more about Winalytics → https://winalytics.com