152: Revolutionizing Sales Execution with Keenan!

Sales Influencer/Rock Star/ Trainer/ Needle Mover Keenan is back on SIK for a return visit and an 'everything is on the table' NO BS convo on the sorry state of B2B selling.

Chapters

The state of B2B selling today [00:00:35]
Discussion on the challenges in B2B sales, including the impact of sales enablement tools and the alienation of buyers.

Lack of effective sales training and methodology [00:02:23]
Exploring the decline in sales skills and the disconnect between sales training and actual sales performance.

Challenges in coaching and opportunity management [00:07:23]
Highlighting the need for coaching at the opportunity layer and the importance of evaluating sales skills in live opportunities.

Disconnect between sales enablement and sales teams [00:13:26]
Addressing the disconnect between sales enablement and sales teams, and the lack of understanding of key sales metrics.

Diagnosing sales problems [00:17:58]
Emphasizing the importance of diagnosing root causes of sales issues and the need for effective problem-solving in sales organizations.

Jennifer's Problem [00:20:34]
Jennifer's challenge in selling to the business side and the importance of diagnosing sales problems effectively.

The Disconnect in Sales Enablement [00:21:33]
The lack of teaching salespeople to diagnose problems and the disconnect between sales enablement and sales teams.

Challenges in Adopting New Sales Techniques [00:22:32]
The difficulty in getting technical sellers to adopt new sales techniques and the importance of asking insightful questions.

The Buyer's Perspective [00:23:40]
The significance of proper discovery and diagnosis before talking about the product, understanding the buyer's perspective, and educating salespeople on the buyer's environment.

Understanding the Buyer's Needs [00:25:03]
A discussion about the challenges faced by sports organizations in uniform selection and the need for salespeople to understand the buyer's perspective.

Marketing Challenges in B2B [00:32:54]
The disconnect between marketing and sales, lack of understanding of buyer challenges, and the need for creativity in B2B marketing.

Keenan's Journey [00:36:28]
Keenan's journey from sales to consulting, the transition to training, and the goal of changing the way the world sells.

Leveraging AI [00:40:56]
Discussion on leveraging AI in business and the challenges faced.

Salesforce Integration [00:41:29]
Explanation of a software application for sales reps and the benefits it offers.

AI for Sales [00:42:51]
Challenges and limitations of using AI for sales, including difficulties in interpreting data.

Quality of AI Output [00:46:14]
Discussion on the downside of using AI, including the decline in the quality of output.

Parting Words [00:47:35]
Expressing gratitude and admiration for the guest, Keenan, and his work in sales.