This week Keenan sits down with Paolo Gagliardi of Anglepoint. Anglepoint is the leading, global provider of IT Asset Management and cloud-managed services, driving cost optimization, risk mitigation, & operational excellence within the software, hardware & cloud licensing estates of the world’s most complex organizations.…

Jose Alvarenga of Whova joins Keenan to search for a problem ASG might have. Whova is an all-in-one event management solution that makes events modern and trendy, attracts and engages attendees effectively, and helps event organizers save time when managing event logistics. Whova’s platform consists of an award-winning event app, easy online regist…

This week we've got a good one. John Polaris from Daily.ai joins the show to search for a problem with ASG's content in the newsletter. For more information on Gap Selling Visit: https://salesgrowth.com/gap-selling-method/Por Keenan

This week on Gap Sell Keenan, we're joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as a prime example of the critical importance of understanding your customer and pinpointing the deficiencies in their environment. Without a clear g…

This week we've got a powerhouse guest who's got some serious business acumen and problem identification skills. Marc, showcases his complete understanding of his business world. He's not just playing the game, he knows it inside out. We're all about learning here, and it's always refreshing to see leaders continuously pursue learning to make thems…

Sellers still struggle with answering what problems they solve. You need to get into the nitty-gritty of your audience problems, where these problems start, how big the problem is, and who is most likely to struggle with this BEFORE you start to sell.Por Keenan

Dive into the mindset shift that's separating good sellers from the great ones! In this week's episode of Gap Sell Keenan, Keenan sheds light on the profound change in sales mentality. Are you still stuck in the predator sales mindset? It's time to escape the traditional hunter approach and embrace curiosity like a 5-year-old encountering something…

You’ve prospected well, you’ve set a meeting, you think it goes well, but the buyer disappears after. What happened? You botched it somewhere. A lot of sellers fail to effectively communicate and highlight the buyer’s problem. You’ve created a scenario lacking in urgency. The buyer is not going to be motivated to change, nor are they going to belie…

Selling in competitive markets can be brutal. Kelly Biggs of WSI Biggs Digital is in one of them. Listen to how she ties her services to revenue and books a second meeting.Por Keenan

This week we see an emphasis on addressing the business problems that an organization may be struggling from. Stick to the business problems and stay away from comparing your product to competitors.Por Keenan

In recent episodes, a clear theme has emerged - there's a lot of telling and not enough asking in sales. What distinguishes a successful salesperson from an average one is the ability to influence the sale. It's not about regurgitating industry facts and figures; true influence comes from understanding, articulating value, and asking the right ques…

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quick…

Your old-school selling methods won't cut it anymore. Pushing product is out, understanding your customer's challenges is in. In this episode of Gap Sell Keenan, we see the importance of searching for problems and not being product-centric. ___________________________________________________________________________ Hi I'm Keenan, I am the author of…

Hey Gap Sellers! Welcome to episode 62 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. This episode features Jonas from Merchant Cost Consulting. This may be the quickest episode of GSK yet with maybe the most important message: Do not be afraid to fail. Put yourself in positions to fail. Failing is a catalyst for…

Hey Gap Sellers! Welcome to episode 61 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Nick with Melt Studio. Be empathetic towards your buyer's challenges. Customer-centricity and problem-centricity are the future of sales and marketing. As a salesperson you want to build trust and rapport through being …

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch. Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on…

Hey Gap Sellers! Welcome to episode 59 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Brice with Leadr. Watch how Brice really keeps his cool as hundreds watch him live on Linkedin! The lesson in this episode is all about process questions. How they help; how they hurt. Check it out! ➜ Get Your Copy of M…

This week on Gap Sell Keenan we've got Lance Junck! Watch as Lance tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, …

This week on Gap Sell Keenan we've got Gaetano DiNardi! Watch as Gaetano tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them…

This week on Gap Sell Keenan we've got Gabriel Dabi-Schwebel! Watch as Gabriel tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowin…

This week on Gap Sell Keenan we've got Leo Prodz! Watch as Leo tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he d…

This week on Gap Sell Keenan we've got Kaumana Rindlisbacher from Pickle.ai! Watch as Kaumana tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rat…

This week on Gap Sell Keenan we've got Geof Wollerman from TrueNode Tech! Watch as Geof tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather th…

This week on Gap Sell Keenan we've got Thomas Durham from Mango Digital! Watch as Thomas tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather t…

This week on Gap Sell Keenan, you get Keenan squared! That's right, participant #51 is Keenan Yoseph! Watch as Keenan tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they'…

On this episode of Gap Sell Keenan, we meet Werner Decker. Check out Keenan's sales coaching tips to help Werner discover how to highlight opportunity and then go after it. Keenan's coaching approach will challenge the way you sell and get you to 'YES'! Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to …

This week on Gap Sell Keenan, watch as Matthew McComb tries to sell not only Keenan but also our COO, Braedi! Will he sell them or will they launch him into space? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and…

This episode brings us Juan Rodriquez who is a freelancer out of Miami, Florida. He works with pay traffic and email marketing. Listen in on their conversation as he strategizes how to sell Keenan. Will he buy? Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Sell…

In this episode we have Jimi Cohen with Many Mangoes trying to sell Keenan. Will he be the one to find the gap in the system or will he be subject to Keenan's coaching? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time…

On this episode of Gap Sell Keenan, we meet Danny Frias with Wistia. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check out Keenan's sales coa…

The best sales discovery calls actively look for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, they won’t be interested in your proposed solution. Be deliberate with the questions you ask. Know what type of questions you're asking and what you're tryi…

This episode brings us the very ambitious Mattia Schaper who is a rookie to the sales world having only been in this position for seven months. Mattia works with Adverity, a company that enables companies to make decisions on their data through a marketing analysis platform. Listen in on their conversation as she strategizes how to sell Keenan. Wil…

In this episode we have Cary Duffy joining Keenan LIVE to give his best shot at selling Keenan. Does Cary's approach prove worthy of getting Keenan to buy? The greatest way to earn credibility is in the questions you ask. Listen in as Keenan's coaching helps Cary to better approach and dissect a buyer's needs. Keenan gets a TON of sales calls and m…

On this episode of Gap Sell Keenan, we meet International Growth Consultant, Jeff Weiser. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check o…

This week's Gap Sell Keenan featured learner and attempted Gap Seller is David Campbell. He got a few lashings and learned a lot about how to dive into the right questions in typical Keenan sales coaching fashion. You have to know which problems you are digging for before you start digging! Check out Keenan's sales coaching tips to help David disco…

In this episode we have Conrad Zolman in the box trying to sell Keenan. In Gap Selling it's imperative to turn everything into a current state conversation. From there you can identify whether or not the product you offer can solve a problem. Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put…

This week on Gap Sell Keenan, watch as Frank Maiorana tries to sell Keenan on HR. One of Keenan's least favorite things. Will he sell Keenan or get some sales coaching tips to use for his next opportunity? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan g…

This participant is unique in that this was his second chance at selling Keenan. Brian Ring asked for a second shot at selling Keenan and he got it. But did he learn anything from his first coaching run with Keenan? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft…

In this episode, we'll hear from Jeff 'Ski' Kinsey and see if his approach gets Keenan to buy or if he ends up with some good old fashioned sales coaching, courtesy of Keenan. Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all t…

The best sales discovery calls actively look for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, they won’t be interested in your proposed solution. Know exactly what problems you solve with your product or service and go from there. As you ask question…

Mary Anne Doggett is an impressive woman - She's a sales accelerator, consultant, trainer, speaker, coach and mentor and Skier! Kind of like Keenan but does that mean she can sell him? Or is this the first episode where Keenan flips the script and sells to her? Check out Keenan's sales coaching tips to help Mary redirect her sales discovery to shif…

This episode is short and sweet and has a valuable take-away: GET. THERE. FASTER. Listen in as Marc Roberts tries to sell employee background screenings to Keenan. For those who don't know, Gap Sell Keenan is a series where Keenan takes LIVE sales calls from real people and offers his coaching. If they sell well and discover a problem Keenan or ASG…

It's been one episode since Keenan bought! This episode brings us Seth Van Horn selling a product that will help Keenan with COVID-19 in the workplace. (Where does Keenan even work?!) Listen in on their conversation about selling to products vs. problems and knowing when a buyer is not your buyer. Learning to pitch your product or service over a sa…

Sales leader and host of podcast Sales Hustle, Collin Mitchell, goes LIVE on LinkedIn to sell his Unified Communications Platform to A Sales Guy with hopes of getting that "yes I'll buy" from Keenan. Listen in as Keenan schools him on what questions to ask, what he did right or wrong, and if he decides to buy. Is Collin the first person to succeed …

Career Magic Creator a.k.a. Career Development Coach, Toni Milo Vaughn, joins Keenan LIVE to sell her services to A Sales Guy. Toni digs in deep with thoughtful questions but are they good enough for Keenan to buy into? Tune in and find out as Toni and Keenan discuss understanding the root of problem areas, soft and hard skills, and even advice on …

In this episode we have Matt Powers with Acquire trying to sell Keenan on alternative communication tools. Will he be the one to find the gap in the system or will he be subject to Keenan's coaching? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a …

Live sales pitch and coaching sessions Gap Selling Keenan - Real, live sales calls Watch Episodes: https://www.youtube.com/channel/UCZlr...​ The best sales discovery calls keep looking for problems to solve. Business problem solving is the key to making the sale because if your potential customer can’t see that they have a problem, then they won’t …

Live sales pitch and coaching sessions Gap Selling Keenan - Real, live sales calls Watch Episodes: https://www.youtube.com/channel/UCZlr...​ Learning to Gap Sell takes practice; it's not easy. This is Gap Selling Keenan, where I take sales calls and pitches from real people with products; if I like what they're selling and how they're selling it, I…

Sales coaching to help you learn the tricks of the trade Live sales calling with Keenan Watch Episodes: https://www.youtube.com/channel/UCZlr...​ For those who don't know, Gap Selling Keenan is a series where I show you LIVE sales calls from real people. If they sell well and I have a problem that needs fixing, I'll buy from them. If I don't like t…

Learn sales strategies & tactics with Keenan Sales pitch examples & live training Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1 Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it…