Keenan, the author of Gap Selling is the CEO of A Sales Guy and the guest for host Paul Petersen on CRM Radio. This is pure Keenan at his best, except of course for his books.
This program is part of a book review and a lot of sales training as Keenan discusses:
Myths that we are taught by our mothersThe sales gap that is stopping most salespeople from succeedingWhy the gap is where the value residesWhy salespeople have to stop chasing painWhy expanding the gap expands sales resultsWhy it’s not about telling but all about learningWhy he never trusts a customer or prospect to tell him what they wantWhat to do when the sales manager sends you out half-prepared
Keenan is A Sales Guy Inc’s CEO/President and Chief Antagonist. He’s been selling something to someone for his entire life. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a shit about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed. Keenan is also the author of Not Taught.
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CRM Radio is hosted by Paul Petersen of Goldmine CRM by Ivanti which is a program on the Funnel Radio Channel. GoldMine is the sponsor of CRM Radio.