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.
162 Disruptive Marketing in the AI Era with Irshad Raihan
161 The Role of AI In Skill Transformation with Ryan Staley
160 Trailblazing AI with Dr. Lisa Palmer
159 Prospecting That Works With Justin Chi
158 Fun Friday: Top 10 List
157 Dan Rant: Here's How To Beat The Other Reps
156: Making Millions with Chris Orlob
155: Finding Top Sales Talent with Bryon Coro
154 Here Is How To 5x Your Win Rate: Doug May
153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew
151: The Challenge For Millennial Sellers
150: My Biggest Lesson Of 2023
149: Why Should I Care?
148: Dr. Stephen Timme's Journey from Professor to B2B Sales Influencer
147: Unleashing Your Career Potential: Expert Insights from Sonja Price
146: The Future Is Here: Embracing Value Automation for Exponential Growth.
141 AI Unleashed: Reshaping The Sales Landscape
145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1)
144: [Special Edition] How U2 Rocked the Business World in Vegas
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