#168 - Hall of Fame: Keenan
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Align on the problem and impact first, then start brainstorming root causes and solutions
- Build a problem identification chart with the problems, impacts, root causes of your ICP
- Talk to customers, become an expert. Why did they buy? What problems did you have?
- You need customers to agree to the problem they have and be willing to solve it with you.
PATH TO PRESIDENT’S CLUB
- Author of Gap Selling
- CEO @ Noted Analytics
RESOURCES DISCUSSED
More description
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0
FOUR ACTIONABLE TAKEAWAYS
- Align on the problem and impact first, then start brainstorming root causes and solutions
- Build a problem identification chart with the problems, impacts, root causes of your ICP
- Talk to customers, become an expert. Why did they buy? What problems did you have?
- You need customers to agree to the problem they have and be willing to solve it with you.
PATH TO PRESIDENT’S CLUB
- Author of Gap Selling
- CEO @ Noted Analytics
RESOURCES DISCUSSED
2023-05-08
25 min
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