Why Diligence Prices Your Sales Org, Not Your Revenue
The number was hit and the multiple still came in low. What PE diligence finds inside a sales org, why CROs miss it, and what the gap costs at exit.
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Keenan is the CEO and President of ASG (A Sales Growth Company). Author of the best selling book Gap Selling and Not Taught. Keenan is known for his influence on reshaping todays sales world. Gap Selling and it's problem centric™ have transformed sales and moved it from its ineffective, high pressure, product centric roots, to a customer centric, problem focused, collaborative partnership between buyer and seller. Keenan's Gap Selling has sold over 135,000 copies and has had substantial impact on sales organizations around the globe, from Global Fortune 500 to regional start-ups. Keenan is known for his big personality, passionate commitment to the selling community and to solving problems. Keenan Keenan
The Modern Sales Org: What Actually Has to Change
The traditional sales org runs on people. The modern one runs on a system. What’s different, what to stop doing, and where to start building.
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Passive Reinforcement: How Sales Training Finally Sticks
Active reinforcement tests whether reps remember training. Passive reinforcement builds it into the work so they can’t finish the task without it.
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Why Nobody on Your Team Is Hitting Quota
Two reasons a sales team misses: not enough capacity, or not enough capability. How a CRO tells them apart before cutting the number.
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PE’s Exit Problem: The Untouched Opportunity in Sales
Private equity is stuck with unsold companies and expensive debt. The operating playbook skipped the sales org. What’s missing, and what it’s worth.
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