Gap Selling Author, Keenan Reveals Why Your Sales Enablement is Broken
Keenan is the celebrated author of the bestselling book "Gap Selling" and the CEO of A Sales Growth Company, providing transformative sales training and consulting for organisations worldwide. With a dynamic career journey—from dominating sales roles to becoming a globally recognised thought leader.Keenan brings unique insights into driving sales excellence through precise enablement and collaborative leadership. In this episode, host Matt Milligan sits down with Keenan to discuss how effective sales leaders diagnose and remove bottlenecks within their organisations. Keenan reveals why prioritisation, visibility, and cross-functional collaboration are critical to breaking down barriers and accelerating team performance. He also delves into one of the most pressing topics in enablement today: proving the ROI of your team's efforts. Listeners will learn actionable methods to measure and communicate the true impact of sales enablement programs, ensuring alignment, buy in, and sustained investment from leadership.00:00 – Introduction & Theme00:01:15 – Keenan’s Background & Journey into Sales00:05:30 – Why CROs May Not Make the Best Authors00:08:45 – Identifying & Removing Sales Bottlenecks00:12:00 – Prioritising Cross-Functional Collaboration00:15:20 – Creating Visibility & Transparency in Sales00:18:10 – The Role of Enablement in Modern Sales Orgs00:21:30 – Proving the Value of Sales Enablement00:24:15 – The Future of Enablement & Skill Development00:26:00 – Closing Thoughts & Contact