35 min listen
Episode 31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process
Episode 31: #31: Keenan of A Sales Guy—How to Win with a Problem-Centric Sales Process
ratings:
Length:
51 minutes
Released:
Jan 29, 2019
Format:
Podcast episode
Description
In this episode, Rob interviews a big name in the sales world—Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect's problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap how to best coach to it.
Released:
Jan 29, 2019
Format:
Podcast episode
Titles in the series (100)
#2: Robert Beattie of Thomson Reuters—The Double-Digit Growth Playbook: Robert Beattie, Sr. Director of Sales For Thomson Reuters joins the podcast to share his leadership blueprint that has helped him achieve double digit growth in a mature, single-digit growth market. He shares his playbook that led to him being awarded 2018 Executive of the Year by the American Association of Inside Sales Professionals (AA-ISP). Rob shares how to create impact as a leader so those that are motivated are able to achieve performance levels faster than even the reps had hoped. by Sales Leadership Podcast