Keenan Books
Keenan es un reconocido consultor y entrenador de ventas estadounidense, fundador de A Sales Guy Inc. Con más de veinte años de experiencia en ventas y liderazgo comercial, se ha destacado por su estilo franco y su enfoque innovador en la formación de equipos de ventas de alto rendimiento.
Known for: CMO to CRO: The Revenue Takeover by the Next Generation Executive, Gap Selling: Getting The Customer To Yes: How Problem-Centric Selling Increases Sales By Changing Everything You Know About Relationships
Books by Keenan
CMO to CRO: The Revenue Takeover by the Next Generation Executive
CMO to CRO explores the evolving role of marketing leaders as they transition into revenue-focused executives. The book provides a framework for aligning marketing, sales, and customer success under a...
Gap Selling: Getting The Customer To Yes: How Problem-Centric Selling Increases Sales By Changing Everything You Know About Relationships
Gap Selling es un libro revolucionario que redefine la forma en que los profesionales de ventas abordan el proceso comercial. Keenan propone un enfoque centrado en los problemas del cliente, identific...
Key Insights from Keenan
From the CMO’s Past to the CRO’s Future
For decades, the Chief Marketing Officer carried a mandate centered around brand awareness, campaign management, and lead generation. Those were vital functions in their time, but as digital transformation accelerated, the limitations of this remit became painfully obvious. Marketing could attract p...
From CMO to CRO: The Revenue Takeover by the Next Generation Executive
Solving the Silo Problem
At the heart of most revenue challenges lies the disconnect between departments. In too many organizations, marketing generates leads that sales claims are unqualified, sales closes deals that customer success later struggles to retain, and each group blames the other for inefficiencies. The result ...
From CMO to CRO: The Revenue Takeover by the Next Generation Executive
Redefining Sales: The Problem with Traditional Approaches
For decades, sales trainers have preached that success lies in relationships and product knowledge. They’ve encouraged sellers to be trusted advisors, to ask about the client’s weekend, and to believe that familiarity breeds loyalty. It’s flattering to think our likeability closes deals, but it’s al...
From Gap Selling: Getting The Customer To Yes: How Problem-Centric Selling Increases Sales By Changing Everything You Know About Relationships
The Core Concept: Understanding the Gap
At the heart of Gap Selling lies one deceptively simple idea—the 'Gap' itself. The Gap is the difference between the buyer’s current state and their desired future state. Everything in the sales process revolves around identifying, quantifying, and communicating this distance. But it’s not just a me...
From Gap Selling: Getting The Customer To Yes: How Problem-Centric Selling Increases Sales By Changing Everything You Know About Relationships
About Keenan
Keenan es un reconocido consultor y entrenador de ventas estadounidense, fundador de A Sales Guy Inc. Con más de veinte años de experiencia en ventas y liderazgo comercial, se ha destacado por su estilo franco y su enfoque innovador en la formación de equipos de ventas de alto rendimiento.
Frequently Asked Questions
Keenan es un reconocido consultor y entrenador de ventas estadounidense, fundador de A Sales Guy Inc. Con más de veinte años de experiencia en ventas y liderazgo comercial, se ha destacado por su estilo franco y su enfoque innovador en la formación de equipos de ventas de alto rendimiento.
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