A Sales Growth Company

If you discover that your buyer doesn’t have a problem you can solve… WALK. AWAY. Too many “con artists” will continue to push their product, even when they know the buyer doesn’t need it. And they’re giving the rest of us sellers a bad rap. We need to understand when to let go. And have the courage & integrity to step back, when our product isn’t a good fit.

Alphabet salad to qualify an opportunity? Someone joked that if I looked in their opportunity pipeline I'd see acronym or alphabet salad and a bunch of fluff. Sadly, this is too common. Reps feel pressure to add to the pipeline so they qualify based on need or budget and get it in that pipe, and the prospect ghosts. Leadership questions the opportunity and 90-120-360-3789745678 days later, all it's done is a little dance into a future close date. Perhaps it's the qualification from jump? Quick Opportunity check. Go into your team's pipeline, pull up an opportunity - can you quickly get answers to: Does the customer have a problem you can fix? Does the prospect agree they have a problem Does the prospect want to fix the problem Is the prospect willing to go on the journey with you to fix the problem? If no - go back to your rep and have a lil chatsey. Celeste Berke Knisely, MTA

LAST ONE OF 2024! Ask Keenan Anything Thursday - December 19th at 2PM MT / 4PM ET Reserve a Seat: https://lnkd.in/e3emmuHW

Your job isn’t to sell—it’s to help. Shift your perspective and watch your stress drop. Keenan in Fast Company last week: https://lnkd.in/gMjGGK_T

Gap Selling Pro Tip: The Science of Intrigue...

Team missing quota? Going to ruffle some feathers here.... Most likely it's a leadership issue and NOT entirely a rep issue. No coaching cadence exists No framework to coach to Not listening to the clues that exists within your pipeline Leadership isn't all in realizing THEY have to be the change Celeste Berke Knisely, MTA

Struggling to get deals moving in discovery? Join us on 12/10 for 30 Minutes to President's Club's webinar featuring Armand Farrokh, Founder of 30 Minutes to President's Club, and Keenan, CEO & President of A Sales Growth Company . They'll be sharing a proven tactical framework to uncover the real issues that move deals forward and strategies that can boost sales by up to 300%! Register here: https://hubs.li/Q02WwkKF0

Sellers are missing the mark.... Buyers want: 1. Someone who understands their problems and can help them fix them 2. A solution that makes sense and aligns with their needs 3. A seller to articulate why their solution works and how it improves the buyer's situation

Growth hinges on disciplined, data-driven iteration... A deep dive with Randi-Sue Deckard 🔬, SVP Client Engagement at BESLER What do you see as the most critical components of a successful GTM strategy for early-stage versus growth-stage companies, and how do you adapt your approach for each? "Early-stage startups succeed when they stay hyper-focused on solving a specific problem for a defined audience. The foundation is so critical -nail down your ICP (ideal customer profile) and work on PMF (product market fit). Customers must agree the problem is worth solving, they would pay for it and can articulate the impact it has on their business.   Until you have PMF, you can’t move into growth-stage. Why? You’ll just waste resources and the cash burnt can be devastating.   Once you have PMF, you can start building repeatable processes for sales, onboarding and support. It’s not all about new logos; the post sales side can help with the revenue growth via expansion and referrals; this will help with profitability and sustainability as this has a lower acquisition cost. Being disciplined and taking action on data to continuously iterate is crucial to growth." Full interview: https://lnkd.in/gRftSF3Z  

Larger deals. Bigger Commissions. Less Headaches. 33% OFF GAP+ FOR A FULL YEAR... What you get: Gap Selling Online Training Access to all Live Events Gap Selling Office Hours Ask Keenan Anything Full Library of Past Classes (Over 25 hours of Content) What you'll experience: Higher Win Rates Shorter Sales Cycles Larger Average Sales Price Register Today at gapsellingonlinetraining(dot)com Use Promo Code: NextLevel2025