GAP SELLING 5 Years Later with Keenan The Untold Story

This week get your notepads at the ready as we sit down with the one and only Keenan sales genius and master behind Gap Selling.
From exposing the cold hard truth about outbound to uncovering the secrets of risk-based selling Keenan is the gift that keeps on giving. Jack Zac WHAMs cold-calling enthusiasts get a reality check from the man himself as he spills the beans on why outbound is fcked and how to know if youre doing it right. The gloves are off as we take on the nitty-gritty of emotional selling debunking myths and challenging norms.
Discover how to build rapport quicker present yourself as an industry expert and seal the deal! Dont miss the episode thats not just about sales its about rewriting the rules. Find Keenan: ? salesgrowth.com ? linkedin.cominjimkeenan ALL SOCIALS keenan ? Subscribe for more WHAM content! ? Sign up to our weekly email newsletter ? Podcast ? Spotify ? Apple Music ?Amazon NEED HELP WITH SALES? ? Work with us! ? Sales Training ? Client Testimonial WHO IS WHAM? We Have a Meeting WHAM is an all-encompassing sales agency that specialises in generating new business for companies but how boring does that sound? We launched in the Summer of 2021 with a list of company numbers and a mobile phone.
After enough years in the sales world our Founder spotted the gap between problems and solutions and businesses that were sufferably aware that they had only 1 of the 2. He was crafty our Founder.
He thought Lets build a bridge! Not for people to get over their issues and move on but to close that gap between problems and solutions so that everyone can unite and live harmoniously. So think of WHAM as a bridge.
It could be sturdy like the Golden Gate Bridge or like the rickety one off Im a Celeb. Either way problems need solving and we can help with that. If you cant build a bridge in-house get over it or get in touch! WHAT DOES WHAM DO? Most businesses have a love-hate relationship with sales.
Theyre great when they get in front of people but try as they might cant seem to get consistent predictable meetings in the diary with either enough people or the right types of people.
As a result theyre probably not seeing the growth they were expecting or deserve. The WHAM team is often invited in to help solve this very problem often for good.
Picture us putting you right where you need to be - talking to enough decision-makers who are dealing with challenges that your expertise can solve.
Were not just about fixing problems were here to light a fire get people motivated for a change.
And well then seamlessly slot those key players right into your diary. Introduction - 00:00 Trailer - 01:34 Who is Keenan? - 03:41 Why so passionate about improving salespeople? Gap Selling - 08:15 What would you change about the book 5 years later? - 10:45 Risk-based selling How to sell with emotion - 15:05 What would you change about prospecting? Getting Better at Sales - 16:43 What are the symptoms of being bad at outbound? - 19:38 Is content marketing the new marketing? - 22:05 Is selling to a customers need wrong? - 24:34 How to build rapport with prospects - 25:52 How to show expertise in any industry - 29:25 How to get your prospect to open up - 33:08 Desired Future State vs reality - 39:53 Gap Selling in different cultures - 43:52 Where does Gap Selling not work? - 45:43 Best question to ask if youre new to sales Future projects - 48:14 Keenans new book! Conclusion - 50:06 Outro