Ep. 15: The Challenger Customer – Selling to the Hidden Influencer, Feat. Pat Spenner & Nick Toman

In 2011, “The Challenger Sale” rocked decades of conventional wisdom with a bold new approach to sales. Classic relationship building is a losing approach; salespeople who CHALLENGE their customers deliver consistently high performance. Pat Spenner & Nick Toman got in on the follow up, “The Challenger Customer: Selling to the Hidden Influencer Who Can Multiply Your Results”, which just hit shelves on 9/8/2015! Being a Challenger seller is NOT enough. Your success or failure also depends on who you challenge.


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.