A Lesson In Commitment

How often do you commit to something and then not follow through?  I get it, it happens a lot. We aren’t perfect. But not meeting a commitment scratches the surface of lying. No! You didn’t lie, but it has a similar effect. When we commit to someone, and then break that commitment, it undermines trust. In this video, I talk about a way to improve your ability to keep your commitments.   Making commitments, keeping commitments

Salespeople, Why is Everyone Playing from the Same Playbook?

  I think too many sales organizations, their salespeople AND their sales leaders are playing from the same playbook. Why? I don’t see enough innovation. I spend an incredible amount of time with salespeople and sales leaders, and the most common thing I see is how similar they all are. Most everyone hires based on the same hiring principles. Most everyone prospects using the same prospecting principles. Account planning, contests, cold calling, performance reviews, product

Your Outbound Emails Suck – Stop Being A Digital Beggar!

    I’m so tired of the stupid and annoying emails salespeople send to buyers and prospects and so are they.  It’s time to stop. You’re emails and your cold outreach suck. They don’t offer value, they just beg your prospects and buyers for their time. It’s pathetic.   I did this video to help you understand how to create emails and cold call messages that don’t make you a digital beggar and improve response

Problem Centric Selling – Why No One Gives a Shit About You Or Your Company

I spoke at Inbound 18 last week and had a blast. I talked to a packed house about problem-centric selling and how it changes the game of sales. Here’s my full presentation.   Watch it!  It’s a good one. If you’re not problem-centric selling, you’re leaving money on the table.      

Listening IS NOT The Most Important Sales Skill

I often hear people say; God gave us two ears and one mouth for a reason. This fun little phrase is used to argue the point that salespeople need to listen more and talk less. I get the point, but it’s not accurate from my perspective. What it really should suggest is that people should tell less, not talk less.  Telling is very different than talking. Talking is the act of saying words, communicating via one’s

Coaching Salespeople Increases Sales

The results are in. Sales coaching makes a difference in quota attainment. When people are coached, they are more likely to exceed quota by more than 10%. We wanted to know if coaching REALLY did make a difference when it comes to quota attainment in sales. Therefore, we surveyed over 100salespeople and sales leaders to find out exactly who’s being coached, what they’re coached on and the impact of coaching. The Sales Coaching and Quota

Closing is NOT a Sales Skill to Be Proud Of

Look, I get it. Closing has been a part of the sales lexicon for decades, shoot maybe even centuries. But, just because it’s been around for a while, doesn’t mean it’s accurate or valid. Here’s the deal. Closing isn’t something you do to someone. I argue in this video, that if you’re a closer, you’re a bad salesperson and I offer a rather compelling argument why. Can you close, without closing? Don’t pride yourself on closing,

Sales MYTH Busted – Extrovert vs Introvert

There is a myth in sales that says salespeople need to be extroverts, to be gregarious and outgoing to be successful. Well, I call bullshit. Your personality has little to do with how well you sell. In this LinkedIn video, I break down why that’s the case and what really matters.   Selling has nothing to do with being an extrovert and everything to do with being able to solve problems. For more LinkedIn videos

Listen Up, Sales!

Lately, I’ve noticed somewhat of an unfortunate pattern taking hold in sales. Scratch that, the use of “lately” is misleading; the trend has been more or less obvious for years. Here’s the thing: salespeople don’t listen to learn. Say what?! Here, I’ll repeat myself – all while looking at YOU, sales pro: you’re not listening to your prospect to learn. Instead, you’re listening to sell. You’re listening to hear your prospects utter what you think

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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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