Keenan Red Plaid

Where Did the Keenan Red Plaid Come From?

  Straight Keenan 2 is up and in it, I go to Topo Summit 2017 in San Francisco, I kick off The Real Deal of Sales and I answer the burning question, where did the Keenan red plaid shirts (Yes there are more than 1) come from? Hint: You can thank Jill Konrath.        

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The Real Deal of Sales with Hubspot

K, peeps! I’m very excited to announce the Real Deal of Sales Sales Channel in partnership with Hubspot. The Real Deal of Sales is a sale channel about and for sales people. The people in the field. The people sweating, hustling and grinding to quota every month and every quarter. I’m hitting the road and going around the country to interview sales people. I’m gonna be talking to salespeople of all types, SDRs, inbound, outbound, AE’s and

We Need More Mentoring

I’ve never been afraid to admit I don’t know how to do something. I’ve never been afraid to call someone up and say, “Hey, I need help.” Not being afraid to ask for help has had a tremendous impact on my career and my own personal growth. It’s because of my own experiences that I believe we need more mentoring. I can’t write this without giving David Brock mad love and support. When I first

A Sales Guy U

The Best Sales Resource Center on The Web

You wanna become a better sales person? Are you looking for tools, insights, and content that can accelerate sales and get your team to the next level?  Good!  Because that’s exactly what A Sales Guy U was built for. A Sales Guy you is the single best resource on the web for sales content.   A Sales Guy U content cuts to the chase and gets to what matters. You don’t get that with other

Be Different By Being Creative

Creativity is critical in today’s world. It’s too easy to get sucked into fast follower mode. Winning today is about solving problems with creativity and innovative thinking and that doesn’t start with your first, second or third idea. The best ideas come with your 7th, 8th, 9th and even 10th. Can you think of 10 ideas to solve even the simplest of problems?   It talk about coming up with 10 ideas in this presentation

Risk is The Only Road to Success

I have a friend who is contemplating starting her own business. It’s a good business. She has some good contacts in the industry. She has a good lead engine already established. Her overhead will be low in the beginning if she does it right. If she’s smart and leverages her contacts, there is no reason she can’t grow this business with nominal risk, and without putting herself too far out there. Yet, that’s not good

When Google Says You’re a Nobody

What happens when you Google your name? What comes up? You’re Facebook page, your LinkedIn profile, what? Do you like what you find? Is it consistent with who you are and how you do your job? Is what you find when you google your name, consistent with who you are? If someone had to make a split decision on hiring you or not, based on your social presence would you get hired? All I can

Having Experience Doesn't Make you an

Don’t Confuse Your Experience with Your Expertise

There is a real difference between experience and expertise. Too many of us confuse the two and they are not the same. Experience simply marks the time we’re do something, but it’s a bad gauge of how well we actually do it. Expertise, on the other hand, is a far better gauge of our competency.   I have an entire chapter on this concept in my book Not Taught. It’s just too important to not

how to sell

Understand The “How” and Win the Deal

You wanna get better at selling? You wanna get better at demand creation rather than demand reaction? Then learn how to uncover your prospects “how.” How does your prospect do what they do? Here’s how it works. Start with what your product or service does. What value does it bring? Then start asking your prospect how they do what your product or service does now. Ex: You sell hauling equipment. “How” questions: How do you