<p><span style="color: black;">If buyers don’t care about your product story, how do you meet them where they are and still drive revenue growth?</span></p><p>&nbsp;</p><p>In this episode of <em>Sharkpreneur</em>, Seth Greene interviews <span style="color: black;">Brent Keltner, Ph.D., Founder and President of Winalytics LLC, who leverages his experience leading marketing and sales teams and achieving multiple growth results to explain why most go-to-market efforts fail: they begin with the seller, not the buyer. He explains how to establish a “journey-first” approach that allows buying committees to self-educate, aligns internal teams around a shared value proposition, and turns discovery into the engine that drives real revenue growth.</span></p><p>&nbsp;</p><p><strong>Key Takeaways:</strong></p><p><strong style="color: black;">→ </strong><span style="color: black;">Most teams talk about themselves first, but buyers care more about what is in it for them.</span></p><p><strong style="color: black;">→ </strong><span style="color: black;">A strong value proposition starts with the outcome the buyer wants.</span></p><p><strong style="color: black;">→ </strong><span style="color: black;">The best value propositions connect product value, business value, and enterprise value. </span></p><p><strong style="color: black;">→ </strong><span style="color: black;">Buyers prefer to educate themselves, so companies should give them clear ways to learn at their own pace. </span></p><p><strong style="color: black;">→ </strong><span style="color: black;">Discovery should be a major part of the sales process because it helps build support across the buying committee. </span></p><p>&nbsp;</p><p><span style="color: black;">Brent Keltner, Ph.D., is President of Winalytics LLC and the creator of Winalytics’ Journey First Growth methodology. Winalytics helps mid-market and enterprise clients accelerate account-based B2B growth. The team has expertise in various industries, including education, human capital, healthcare, and SaaS.&nbsp;</span></p><p><br></p><p><span style="color: black;">Before starting Winalytics, Brent expanded growth as a revenue leader at four different companies. He began his career as a Ph.D. social scientist at Stanford University and the RAND Corporation. His first book was the&nbsp;Revenue Acceleration Playbook. He has published articles on marketing and sales strategy in&nbsp;MarketingProfs, CEOWorld, the&nbsp;Sloan Management Review, the&nbsp;California Management Review, and&nbsp;Sales and Marketing Magazine.</span></p><p>&nbsp;</p><p><strong style="color: black;">Connect With Brent:</strong></p><p>Website: <a href="http://winalytics.com/" rel="noopener noreferrer" target="_blank">http://winalytics.com/</a></p><p>LinkedIn: <a href="https://www.linkedin.com/company/winalytics-llc/" rel="noopener noreferrer" target="_blank">https://www.linkedin.com/company/winalytics-llc/</a></p>