A Sales Guy | A Sales Blog | Sales Consulting | - Part 2


Make Your Prospects Say No!

It’s not your job to say no for your prospect.

Make your prospect say no!

When you’re cold calling, how many times do you call a prospect before you quit if they don’t call back?  2 times, 3 times, 5 times, 8 times . . .10 times?  

 Here is a tip: Don’t stop calling until they respond with a no!

When you stop calling before your prospect says no, you’re saying NO for them and that’s not your job.  It’s not your job to say no for your prospect.  If they are going to say no, then it’s your job to get them to say “no.”  You don’t know why they are not calling you back or responding to your email.  To assume it’s because they are not interested, no matter how probable, is NOT good selling.  If after the 4th or 5th try the prospect hasn’t called you back. Let them know you’re gonna keep trying until they get back with you. Leave a message or send an email that says; 

“Dear prospect, I’ve left you a few messages and I don’t want to keep bothering you, but it’s my job to connect with you.  If you are not interested in meeting then please let me know and I’ll take you off my list.  Otherwise, I will assume you interested but exceedingly busy and I will keep trying until we connect. Thanks!”

 No matter what happens, you don’t stop calling until they tell you to stop… until your prospect says yes or politely says no thanks, I’m not interested.  Once that happens then you’ve done your job and you both can go on your merry way.  Until then keep trying.  It’s not your job to say “no” for your customer.


What vs. How

“WHAT” is the end goal; it’s directional!  “HOW” is the journey…”

The difference between good and great sales leaders is in their ability to get things done. They not only know “what” to do but also “how” they are going to do it. How is where the win is.

Check out this video and see what the truly best sales leaders do to win.

Do you know the difference between WHAT and HOW?

You should, because it’s the difference between good and great sales leaders.  Good sales leaders know WHAT they have to do; GREAT sales leaders know HOW they are going to do it.

 “What” is the end goal, it’s directional!  “How” is the journey, it’s the specifics on getting to the end goal.

 As a sales leader, there is nothing more important than understanding HOW you are going to get it done.

“How” are you going to make your number?

“How” are you going to get 15 new LOGO’s?

“How” are you going to find 3 new A Players?

“How” are you going to grow the Channel by 25%?

 Answering these questions is a LOT harder than knowing your supposed to do them.  I know!

You need to: make your number, get 15 new logos, find 3 new A Players and grow the channel by 25%

 I know you know you have to do these things, but they are the WHAT – do you know HOW you are going to do it?  You need to know because that’s part of being a great sales leader.

Know HOW.

My Podcast with @ToddSchnick about Not Taught

I did a really cool interview with Todd Schnick of intrepidNOW the other day. We talked about Not Taught. It was a fun, high energy podcast. We ripped through the book, hit on the key topics, and had a blast talking about the changes the 21st century has created in the world of success.


Yes! This is me skiing. LOL!

We talk about where we should be focusing our hustle today.

Todd did a great job teasing out some key points of the book and how it can help you.

If you want to learn more about the book and what it do for you, check out this podcast. It was fun.

Thanks Todd!

No one Cares about YOU or Your company!

No one Cares about YOU or Your company!

 Rule number one in sales, no one cares about you or your company:

  • No one cares how long your company has been in business or who your customers are.
  • No one cares where you’re headquartered or how many offices there are.
  • No one cares how long you’ve been on the INC 500 or how much your company has grown in the past 5 years. 
  • No one gives a shit about you or your company. 

When a prospect calls you or even more importantly when you call a prospect and they agree to give you a meeting, the last thing they want to hear about is you and your company.  When they agree to meet, a contract has been created. In consideration for their time they expect to learn something that can help them solve their problem, not hear about your company. 

Your prospects are stupidly busy, they didn’t agree to meet so you could bore them with trivial, impertinent, self-absorbed information.  In exchange for their time, your customers or prospects want insight. They want to learn something.  They want to know how your product or service is going to help them grow revenue, shorten production, or improve time to delivery.  Pull out your pitch deck or presentation and take a look at the first few pages,

I got 10 bucks it’s all about you and your company.  Therefore, it’s a pitch deck — pitch it!

Your prospects or customers want value. Know what you can do to make the life of your customers better and start there. That’s why they agree to meet you!

Are You Doing What It Takes To Be Successful in The 21st Century? #nottaught

The 21st century has ushered in some pretty big changes.  Most of us are intellectually aware of the changes. We’re not oblivious to them. We whip around the terms information age, 21st century, the millennia, etc. like free candy from a Pez dispenser. But few of us have completely internalized these changes, and how the changes have affected us. Unfortunately, the impact is significant, and it’s hurting us.

The Most Import Book on Success in The 21st Century (1)

For me, the conscious recognition of the change started about 18 months ago, and it led me down a rather insightful path.

What I learned was, we’ve entered a new era. We’ve left the industrial age and entered the information age and with this transition, the rules to success and opportunity have changed with it. Making things, even more, convoluted, no one is telling us things have changed or what it takes to be successful in this new landscape. Too many of us are floundering around, trying to get our bearings straight and figure out what the hell is going on.


After spending time looking at this powerful phenomenon, I decided to share what I’ve learned and what has happened to the rules of success as we’ve entered the information age.  I wrote a book to share with you what’s changed, why it’s changed and how it’s creating some of the greatest opportunities (and problems) for success we’ve ever seen — that is if you are willing to embrace the change.

In Not Taught, I talk about what has to be done differently to compete in today’s hyper-information charged world where everyone and everything can be found on Google, Facebook, LinkedIn, Pinterest and more. I talk about how the rate of change is altering what employers expect and want from their employees. I break down why your college degree isn’t worth the paper it’s written on, why your “experience” offers nothing of value and why few care how hard you work anymore. I go deep into how the world has drastically changed and what that means to you and your success.

I spend lots of time highlighting what’s changed, why and what you can do to capitalize on the changes to grow your career from mediocre to the big time.

I had a blast writing Not Taught and learned a lot as I was writing it. I’m excited to share it with you.

The information age has plowed it’s way into the 21st century, yet unfortunately, few of us have adjusted our approaches to leverage the changes. We’re still operating as if we’re in the industrial age, and it costs us our careers, money, and opportunities.

That’s why I wrote Not Taught. I wanted to teach everyone what no one else has had the courtesy to teach you. I wanted to help people capitalize on the opportunities the information age has created.

Being my first book, I will contend, I was nervous. But the early reviews have been great.

“It’s like Red Bull for my brain” — Chris Brogan WSJ Best Selling Author of Trust Agents


Blunt and unfiltered — Koka Sexton #1 Social Seller in the world.


Irreverent and highly relevant — Jill Konrath Author of Snap Selling

Whether we like it or not, the world has changed and with it the rules to success. Not Taught was written to help you learn the new rules so you can be ahead of the curve not behind it.

Buy it here, I promise you won’t regret it.

Click Here to Get YOUR Copy

#heykeenan Take 18, Making A Good First Impression With Your New Boss

#heykeenan Take 18 is up and I loved the questions.

What do you do to make a solid first impression with your new boss?  It should start this way.  Also, Hasan asked how long should you let a prospect free trial, proof of concept (POC) continue and when should you stop providing the service for free?

Do you have a question for me?  Hit me up at #heykeenan on Twitter, Facebook or in the YouTube comments.

You shout out, I’ll shout back!!!


Don’t Sell Scared (The 4 Steps to Being a Badass)

The most destructive emotion a sales person can have is fear.

Fear will kill a deal in two seconds. Fear will drop the price of your product or solution 30% in the blink of an eye.  Fear is the nemesis of good sales organizations.  When sales people sell afraid, they are out of control.  To avoid selling with fear:

(a)                  Build enough value in what your selling so the customer is the one that has more to lose

(b)                  Have a healthy pipeline so not everything relies on one deal

(c)                  Don’t need the commission check (have money in the bank)

(d)                  Know you are a good sales person

Selling scared is a train wreck.  Your customers and prospects can smell it.  You lack confidence, you don’t hold your own and your customers go for blood. Value, solutions, and anything productive gets lost in the feeding frenzy of reducing price out of fear you’re gonna lose the deal. Don’t be a train wreck. Know the value you bring to the table and stand tall, because if you don’t, selling scared will crush you.

Don’t sell scared!

The One Group Missing Out On The Benefits of Sales Data

Sales people are not leveraging the benefits of good sales data.

Don’e believe me?

Off the top of your head, can you tell me your exact close rate?  Can you tell me how much is in your pipeline right now?  How much is scheduled to close by month for the next 3 months? Can you tell me where you are to quota for the month, how about the quarter? Can you tell me where you are to quota for the year? How much more do you have to sell? What’s the gap?

What about your average sales cycle?  Do you know that? Do you know your average deal size? How much do you know about your personal selling stats? How do you use data to help you get to quota?

Here’s the deal. We’re sneaking up on 2016 planning, and if you’re like most salespeople, you don’t know them and you DO NOT include those numbers in your plans or reviews.

We are inundated by management’s request for data. Management is constantly asking us for numbers, they are constantly looking for the data, they use it every day, but for some reason, salespeople don’t.

I am baffled by how little salespeople know about their own stats, their own numbers.

Yes, most salespeople know their number to date, their quota and how much more they have to sell, but that’s where the data train stops for most sales people and that’s a problem.

When I was in H.S. I played football. I loved it. I was good enough to always start, sometimes just one way (defense) other times two ways (defense). Sometimes, I played “all-ways” and played on special teams too. I would never come off the field.

I was an unsophisticated kid. My dad didn’t play sports or know much about them. So, my frame of reference was pretty remedial. It was did I get to play, did I make touchdowns or interceptions. That’s about it. I didn’t understand the game. I didn’t know anything about YAC (yards after contact). I didn’t know much about yards per carry. I wasn’t aware of total rushing yards, or yards per game. I was cluless to the metrics and data around being a running back. The other running back on the team, Darren, was very well aware of them. I remember he had a 200-yard game (which at the time, I had no idea if that was good or not) and at the end mentioned he had a goal for that year to have a 200-yard game. Before he said anything, I had no idea that something like that mattered. I didn’t understand the game.

I was a good running back. Darren was injured one game and I played the entire game at running back. I had 149 yards on 15 carries and two touchdowns.  It was a good game. Unfortunately, at the time, that didn’t mean very much to me.  I just knew I scored two touchdowns.

During my H.S. football career, had I understood the data and how it all came together, I would have been even better. I could have focused on improving my yards per carry. I could have improved my YAC. Looking back, I would have killed to understand the power of that stat.  I could have elevated my game to a whole new level, because I would have had the data to help me improve. I wasn’t as good as I could have been.

Sales is the same way and as sales people, our ability to get better is steeped in our understanding of the data. The number and stats act as insight to where we are strong and where we need improvement. Like a dashboard in a car, it lets us know where to take action.

Sales people, don’t let management be the only ones who use data. Build your own dashboard and track your own metrics. Focus on your close rate, your average pipeline size per month, average times in pipeline, etc. Find your YAC, your yards per carry, etc. and work on improving them. Data can be your friend if you let be.

If you’re not sure what to track, I have a list of the 6 killer individual sales stats for salespeople to measure their success.  You can check them out here.

Whatever you do, don’t forgo the data. It can make a difference.