Podcast episode
Hall of Fame: Keenan
30 Minutes to President's Club11 Mar 202432 min
Description
Four Actionable Takeaways: * Don’t talk about root causes/technicalities until you get to the business impact first. * Condense the problem you solve into a single sentence - stop overcomplicating things. * Lean on their desired future state instead of talking about the past. * Get to the question/reason behind those unexpected/general questions. ====================== Keenan’s Path to President’s Club: * CEO @ Noted Analytics * CEO @ A Sales Guy Consulting * Author of Gap Selling * Author of Not Taught RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Every place a page here uses this source, in the order the words come in it.
an SLA? I had it in my brain. I was like, it's really weird that he's asking about that this early. And I should have asked him, why are you asking me this so early? Yes. Yes. What's going on? Have you had these things before and they don't stay up? Walk me through. “And as he's giving you those answers, dude, that's your way to get it back to problem” centric. Right. He's going to talk about how they've gone down. I'm going to guess, but I'm going to tell him he's talking about how it's gone down and because it went down, they lost X amount of billions that they weren't expecting or they spent so much time trying to get it back up that they lost billing and they couldn't bill. So they lost time to cash because not only did they lose the billing, but it took them