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Episode Info:

Interview with Keenan: the guy that ripped the Band-Aid off

Sometimes you get a guest that electrifies the air for the entire show. This week’s guest, Keenan, does just that. Founder of asalesguy.com, Keenan brings sales advice from the gut, calling out the truth about sales reps and what they should do vs what they typically do.

 

Let’s start with a favorite quote from the show. “Start the journey and pay the f$#& attention because the journey might not take you where you want to go but you have to pass s*%@ on the way if you remember that s&%# you can do something with it,” Keenan says. “You have to pay attention. Most people out there are just jerks they expect to go through life and have someone else spell it all out for them. Don’t miss out on life. Be open to seeing things. Pay attention!”


Should sales reps produce content to make more sales?

The downloadable white papers and e-books should be produced by marketing for sure. When it comes to sales reps blogging Keenan feels that it is so important for reps to be taking a challenge a sales rep knows their service or products can solve, and addressing it in a blog. Then every time someone engages with that content on a social platform especially LinkedIn you need to connect with that person and thank them for engaging with your content and start a relationship.

Think of this - sales reps, do you reply to a customer or prospect’s question or problem via email? Well, that’s a blog post. Every time you answer a prospect or customers questions that they have asked via email, that is a blog post.

Is it hard to answer these questions?

Yes! But you can answer them in whatever format is most comfortable for you. You can write via a blog or you can engage with the video. It’s up to you as an individual to determine which method is best for you.

What are your top message for engaging and what should sales rep be doing?

Keenan addresses this by noting that a lot of people talk about what sales reps need to do but in reality, sales reps are doing very little of what they should be. Sales reps to be striving to build their own personal brand on social networks. Part of the problem that Keenan identifies is the sales reps are still stuck in the old world culture of pushing product on their prospect. Their blog or their social engagement piece is all about features and benefits, when in reality what they should be doing is educating and helping so that they position themselves in a trusted light on the social platform in which they are engaging.

Advice on using social media to get meetings

Keenan advises that instead of connecting with someone on LinkedIn and blasting them with your sales message you need to actually engage with the content they’re putting out there. He uses himself as an example with the various blog posts, video messages, and other pieces of content that he is sharing online. Sales reps lack of initiative to engage with that content or even read it prior to reaching out and asking him for a meeting in order to sell something. Take the time to research and get to know the digital soul of the person that you are trying to engage with. It goes a lot further. The answers to the test are right in front of the sales reps eyes. It’s just a matter of whether or not they’ll take the five minutes to do their homework.

Start with the problem. Get to the gritty, gritty, gritty.
Kayden explores the fact that many sales rep instead of focusing on the problem and the potential solution the company‘s product or service can offer, sales reps start with features and benefits.
You know what problem your shit fixes so talk about it!

You can find Keenan on LinkedIn (https://www.linkedin.com/in/jimkeenan/) or Twitter (https://twitter.com/keenan)


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