Podcast: How to Mind the Gap in Your UCaaS Sales

According to Keenan, the price crises in UC might not have been caused by the commodification of UC and UCaaS services but because the channel is commodifying the customer. In this thought-provoking podcast, Keenan suggests that UC salespeople are selling products and services looking for solutions rather than the other way around. In the run up to his presentation at the Vectors 2019, Keenan suggests that the remedy is to listen, understand the challenges the customer has and sell solutions to those problems. Keenan calls this gap selling, a technique we get an introduction to in this podcast.

Keenan is the CEO (and likes to describe himself as "Chief Antagonist") of A Sales Guy. He has authored "Not Taught" and "Gap Selling". Keenan offers sales training, recruiting, consulting and speaking services. He has been recognized as one of the top 30 social salespeople in the world by Forbes.  He was also named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012.

Visit www.vectors2019.com

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