Join us on this episode of Pit Stops To Podium as we welcome Keenan, the CEO & President at A Sales Growth Company. With 37 years of sales experience and the author of the best-selling book "Gap Selling," Keenan brings immense knowledge to our discussion. Recognized as a top influencer in social sales by Forbes, his expertise has been featured in publications like Fast Company, Harvard Business Review, Sloan MIT, and Inc.
In this episode, Keenan will share valuable insights on diagnosing and understanding "The Gap" within the sales process, along with the importance of opportunity management and how to transition from a product-centric selling approach to a problem-centric selling approach.
Chapters:
00:00 - Intro
01:06 - Who Is Keenan?
03:04 - Fun Facts About Keenan
06:06 - What Is the Gap?
10:13 - Effective Tools or Questions to Discover the Gap
14:19 - Why Sales Reps Focus On The Product Instead of the Problem
16:25 - Coaching Reps for Urgent Deal Closure Based on Customer Goals
21:42 - Engage With Keenan
//ENGAGE WITH KEENAN
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