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Jim Keenan

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Sr. Partner , A Sales Guy Consulting

90 points

Sr. Partner A Sales Guy Consulting
Entrepreneur at it again
Conformist-non-conformist
PSIA Certified Ski Instructor for Vail Resorts
Head over heels for my wife Big E and 3 daughters
FINDER OF THE ELEPHANT IN THE ROOM
. . . what, that's not enough?

WEB: A Sales Guy

April 7, 2012

Jim Keenan and 10 other people answered this question

Should sales people use texting as a means to engage their buyers?

I'm going to push the group on this one. If it's someone puts their mobile number on their business card, texting is fair game.
If you find it offensive to be text or called on your mobile phone, don't put it on your card. This ... more

Jan. 30, 2012

Jim Keenan and 7 other people answered this question

What are the most meaningless sales metrics you have seen?

Number of logins to Sales Force! Yup, you read it right!

Sales Management

Jan. 12, 2012

Jim Keenan and 1 other person answered this question at this roundtable

FSI Sales Office Hours: Sales People Need To Be More Pushy! [1/19 @ 1 pm]

What are some examples of things sales reps can do to be 'pushy' without irritating a customer or prospect?

Not let the customer procrastinate or ignore the data.
For ex: if the customer is spending large sum of money until they make a decision and everyday they don't it costs them extra money, push! Be the advocate of reason, letting the customer know you ... more

Future Selling Institute

Jan. 10, 2012

Jim Keenan and 27 other people answered this question

What's the best thing to do with a top-producing salesperson who refuses to follow process?

I love this answer!!! :)

Sales Management

Talent Management

Dec. 7, 2011

Jim Keenan and 1 other person answered this question

What's your view of the Challenger Sale?

I don't think this is new. As the book leverages research, what they have done is given a name and a framework to something that already exists.
The "challenge" with embracing and implementing challenger selling is two fold; 1) acquiring the information and knowledge to ... more

Challenger Sale

Sales Management

Nov. 30, 2011

Jim Keenan recommends this answer by Dave Brock

As a salesperson, what's the best way to approach critiquing your customers and prospects?

Lauren: This is one of the most important questions you could ask. I'd change the wording a little. Customers are looking for insight, they are eager to understand how they might improve their business, how they might more effectively achieve their goals, are their opportunities ... more

Business Development

Nov. 30, 2011

Jim Keenan and 8 other people answered this question

What are the essentials to become a great sales manager?

I agree with much of what others have said. However, I think most of what has been said is what makes a good sales managers.
What makes GREAT sales managers is the ability to PUSH their people to accomplish more than they have without the ... more

Human Resources

Nov. 8, 2011

Jim Keenan and 9 other people answered this question

What level of education do you look for or require when hiring new sales reps?

The level of education a person has, provides very little indication to their ability to sell. How they got their education is far more important to me. What they did while they were getting it is more important.
Education has very little bearing on my ... more

Human Resources

Nov. 4, 2011

Jim Keenan answered this question at this roundtable

Customer 2.0 Is Mad as Hell [11/3 @ 11 am]

What is the ratio of positive to negative customer feedback on twitter? I see complaints more than praise, but doesn't this reflect human nature?

If you buy into the research that says people complain about 10 times more often than they praise, then Twitter is consistent. more

Sept. 19, 2011

Jim Keenan and 44 other people answered this question

POLL: Recruiters should look at candidates' Facebook profiles when hiring. Agree or Disagree?

Human Resources

Aug. 24, 2011

Jim Keenan and 6 other people answered this question

Account plans:What are your best practices to make them a strategic sales tool to increase business?

Tamara, yes I do. Just saw this. Give me a bit and I'll give my two cents shortly. If you'd like to talk more in-depth feel free to DM me on twitter and we can set up a short call. more

Sales Enablement

Sales Management

Sales Operations

Aug. 8, 2011

Jim Keenan recommends this answer by Dave Brock

What elements does a sales manager need to have in place when launching a new sales team?

A tough question, difficult to answer in only a short space. I'll focus on launching a new sales team, not taking over an existing team:
1. Make sure you've designed your "route to market," based on the way your target customers buy. Whether channel, direct, other, ... more

Sales Enablement

Sales Management

Aug. 4, 2011

Jim Keenan and 11 other people answered this question

What sales book would you recommend and why?

Hope is Not a Strategy by Rick Page and Execution by Ram Charan and Larry Bossidy.
"Hope is Not a Strategy" will break down the key elements to selling. It's ideas are steeped in the same selling concepts as most of the books mentioned here. ... more

Aug. 3, 2011

Jim Keenan and 2 other people answered this question

Continuous improvement and innovation are critical to success. Is there a difference between them?

Brilliant answer Tamara. Well stated.

Improve Competitiveness

Innovation and Trailblazing

June 26, 2011

Jim Keenan and 9 other people answered this question

When is it best to walk away from a deal?

Two reasons:
1) The client is being unreasonable, bullying, etc.
2) One feeds into two. When there is little to no measurable value to the client or my company by making the sale. The key to selling is to bring value. If value can't be created ... more

Sales Management

May 28, 2011

Jim Keenan and 38 other people answered this question

How long does it take you to write a blog post?

45 min to an hour and a half, just depends on all the factors described above. I'm late to this party, nothing else to add. more

Online Marketing

March 23, 2011

Jim Keenan and 17 other people answered this question

What are the top 3 skills sales people should develop today to be competitive with the new buying?

Creativity
Analysis
Determination
Creativity-because sales solves problems and the best solutions are the most creative
Analysis - because sales has to identify and understand the problems, if you can't analyze and assess what is going on, you're hosed.
Determination - sales isn't easy, it takes time, hard work and ... more

March 23, 2011

Jim Keenan and 5 other people answered this question

What must be the sales management agenda?

Sales "Management", the word management in business is leadership. The most important thing a sales manager should be focusing on is leading. Their agenda, their only agenda, should be the needs, development and support of their team. If their team fails, it's the sales managers ... more

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Sales Management

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