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Listening Time:

35 min

Episode 175: Accelerating Revenue Through Value-Oriented Selling—with Brent Keltner

If you want to get work that you should get and at a faster clip, you have to orient toward value for the clients, not your services or products.

In this Craft of Consulting Podcast episode, I interview author and sales expert Brent Keltner. He shares specific strategies and techniques for selling your services and products as a consultant and a systematic way to employ them so that you have a higher likelihood of success.


Brent Keltner

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Episode Details

Brent Keltner dispenses a slew of wisdom for getting consulting clients. In this episode, we talk about:

  • Connecting your marketing and customer success strategy

  • Understanding what your buyers value enough to take action on

  • Getting to the buyer's success statement through a good discovery process

  • Asking questions vs telling the client things in a discovery conversation

  • Finding out how to make your buyer more successful

  • Guiding clients to prioritizing and reprioritize what they value most

  • Starting with the buyer’s why, not your service or product how

  • Creating “deal velocity”

  • Figuring out what they value, confirming that they see you as part of the solution, and asking them to take action

  • Crafting multiple client personas for different decision makers

  • Avoiding underselling your expertise or tell your client, how to run their business

For more information about Brent Keltner:


Winalytics Masterclass:

The Revenue Acceleration Playbook: Creating an Authentic Buyer Journey Across Sales, Marketing, and Customer Success:

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