9 Things Terribly Wrong With Sales Today: The Sales People

Sales is suffering from 9 brutal ills: The Bro Culture,  Lack of Coaching Too Product-Centric and Not Problem Centric Not enough salespeople understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility   Here we are problem number four. This is a problem is like a dormant virus. Almost every salesperson is afflicted with

9 Things Terribly Wrong With Sales Today: We’re Not Problem Centric

Sales is suffering from 9 brutal ills: The Bro Culture,  Lack of Coaching Too Product-Centric and Not Problem Centric Not enough salespeople understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility   In post three, I’m tackling how the culture of sales is broken. In many ways, I argue it’s never been “right”

Finally – Sales Training That Doesn’t Suck

Not many salespeople enjoy sales training. The idea of taking an entire day out of the field sit and listen to some so-called expert, who hasn’t sold in years tell you how to sell isn’t what most salespeople pine for in their day-to-day. The exception to that is Gap Selling. And that’s why spots are going fast, for our May 16th Sales training. Once a quarter we ofter limited seats to a Gap Selling training

9 Things Terribly Wrong With Sales Today: Lack of Coaching

  Sales is suffering from 9 brutal ills: The Bro Culture,  Lack of Coaching   Too Product-Centric Not enough salespeople understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility I tackled the Bro-Culture in the first of this series because I feel culture is critical to change. But as important to eradicating the

A More Beautiful Question – Change

I absolutely love this. I talk about change in Gap Selling and how the discovery is critical to creating the gap. When you’re asking your buyers questions, your helping them look at things differently and are setting the stage for them to change. And that’s your job as a sales person. . . . the brain finds ways to “reduce our mental workload” and one way is to accept without question (or even to just

A More Beautiful Question

  Anything that forces people to have to think is not an easy sell, which highlights the challenge of questioning in our everyday lives.

A More Beautiful Question

I just picked up a truly badass book by Warren Berger. It is absolutely straight fire. A More Beautiful Question.  If you’ve read Gap Selling, you know the key to executing is rooted in questions. The better you are at questions, the better you can execute the Gap Selling methodology. Since its launch and in almost all of my training sessions, I’ve been asked for more info on how to ask really good questions. Although

9 Things Terribly Wrong With Sales Today

Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility Sales is the greatest profession in the world in my opinion. Sales makes the world go round. Yeah, it’s a cheezy saying but it’s accurate:

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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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