LinkedIn Video: A Huge Opportunity or a Waste?

I’ve started using linked in video lately, and if you’re not doing it too, you’re missing out on a GREAT opportunity. I’m all over social, most of you know that. I used Twitter, Instagram, YouTube, Facebook, this blog, and LinkedIn as my primary social channels. I use each differently for different reasons, but when it comes to business, I mean straight business, nothing is performing like LinkedIn. Insta and Facebook have been great from a

What Ski Instruction Taught Me About Coaching Sales People

Many of you have heard me talk about ski instruction and how I’m a PSIA Level 2 Certified Ski Instructor at Vail.  Beyond being a blast to do, like most things, parts of what I’ve learned teaching has bled into my sales consulting and coaching salespeople is a perfect example of that. I talked about it in my presentation at Hubspot’s Inbound 17 conference this past September.  Coaching is ubiquitous in any area where improvement is

I’ve Been Negligent

I know, I know, I haven’t posted a blog post in over 2 weeks. I think this is a record for the longest stint without a post. Why? Why has it been so long? I could give you a million reasons, but the truth is I just haven’t been inspired. I like to offer value to the readers of this blog, and I just haven’t felt it lately. I’ve been writing on A Sales Guy

Sales People Are The Extreme Athletes Of The Business World

I have nothing but love and respect for salespeople. You guys are the extreme athletes of the business world. Salespeople risk 50%, 60%, 70% and sometimes 100% of their salary in their job. You don’t get paid until you sell something. No one else takes that kind of risk in corporate America. I created this video to show you how much I love you and to celebrate the greatness that is salespeople. Enjoy it, and

How to Sell Better: Lesson 8 – Learn to Ask Why

Why? Kids are great at asking why?  They accept the fact they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating if you think about it, if you accept that you don’t know anything. If you’re OK with the fact that you don’t know, then asking why is the natural thing to do. Anyone who’s spent any time with kids knows exactly what

How to Sell Better: Lesson 7 – Build Your Own Process

  I lay on the couch too much. I don’t exercise enough. I’m grossly out of shape. There is no way around it. I needed to workout. Therefore, about a month ago, because running and any other “cardio” was too hard, I started walking.  I know, I sound like an old man.  It kills me. I used to be super active. I played football, softball, skied, played basketball and golfed. I was always moving. But, something

How to Sell Better: Lesson 6 – Use The CRM

  Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something that benefits management, and you get sick and tired of the sales manager asking, is it in the CRM? I feel you. The problem, however, isn’t the CRM. It’s you and how you use it. You

Salespeople – Stop Trying To Steal From Your Prospects

  Yes, that’s what I said. You’re trying to steal from your prospects and it’s getting irritating? What am I talking about? Why am I saying you’re stealing?  Because everytime you send out an email or leave a voicemail asking for “just 15-minutes of your time” without offering something of equivalent value for that time, you’re stealing. Your prospects time is valuable. It’s probably the most valuable thing they have and you’re asking them to give it

How to Sell Better: Lesson 5 – Learn to Ask Questions Better

  There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate has been settled, so this lesson isn’t about asking questions, it’s about getting better at asking questions. If there is one thing I notice with salespeople when it comes to asking questions is this, THEY SUCK AT IT. Sorry, but

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Keenan’s take on your questions

In this weekly video series Keenan himself takes all the questions that you guys ask and breaks them down into what they really mean to him.

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