The 8 Questions Every Sales Manager Needs To Ask In A Deal Review

It’s a sales manager’s job to know whether or not a salesperson is going to make quota or not and part of the process is understanding what deals are real and will close, and which won’t. Deal reviews are the critical tool for sales managers to determine the probability of a salesperson is going to be successful or not in making quota. Unfortunately, deal reviews can be all over the place. We’ve all sat through

The Scarcity of You

  Supply and demand, you get it. The lesser the supply, the greater the demand. So why are you playing in the high supply side? Why do you look like everyone else, every other salesperson, every other marketing manager, every other sales VP, every other accountant, dog walker or software developer? Why? Why do you insist on looking like, acting like, working like and doing your job like everyone else, yet get frustrated that you’re

Understand My Problem and Show Me How To Fix It

The title of this post says it all, people. That is the basis of selling. I’m at a Sales Kick Off event and about to go on, when the vendor of this company talks about why she/they bought from this company and what they look for in salespeople. Her money quote was simply, “Understand my problem and show me how to fix it.” She’s right. Sales is about fixing problems. That’s why we buy. I’m

Prospect on LinkedIn Without Being a Pesky Salesperson

LinkedIn is a great tool for selling, but most salespeople are using it wrong. They’re treating it it’s a telephone or email and spamming people. We’ve all gotten them (and many of you have sent them). I’m talking about the LinkedIn connect requests that are then instantly followed by some lame pitch or request for your time so push some irrelevant ware on us. They’re obnoxious. There is a better way and a more effective

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

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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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