Flood Your Funnel by Being the Smartest Guy in the Room with Keenan, CEO at A Sales Guy, Inc./Author of "Not Taught"

1. HI
I’m Keenan
@keenan
CEO Author

2. Being the smartest
person in the room!
Winning in
ABM means . .
.

3. The ACC
Anterior Cingulate
Cortex
Conflict Monitoring

4. YOU NEED INFORMATION
that
Disrupts
Provokes
Conflicts
Challenges

5. 5 Layers of
Teaching
Information
Process
es
What’s
How’s
How’s
Problem
s
Why’s
Why’s Impact

6. PLAY IN THE OUTER RINGS

7. RESEARCH THE
RESEARCHScholarly Articles

9. CREATE/COLLECT
THE DATA
Survey’s
Document Best Practices
Do The Business Analysis

10. EDUCATION CZAR

11. BUILD A TEACHING
ORGANIZATION
Not a Selling Organization

12. BEFORE
X Knowledge
Product Knowledge

13. CREATE A COMPANY
KNOWLEDGE LIBRARY
Impact Process
Problem

14. BUILD THE SALES TEAM’S
• Process Knowledge
• Problem Knowledge
• Impact Knowledge
Arm Them With The DATA

15. THE ICP IS IN THE
CENTER!
Then
Disrupt
Provoke
Challenge
Conflict

16. 5 Key Metrics to
Account Based
Marketing
Why The ABM
Metrics Your
Using Are Wrong
2016 Guide to
ABM
2016 ABM
Implementation
Guide
Why Companies
Fail and How to Do
It Right
Process Problem and Process
7 Reasons Why
Sales And Marketing
Need to Get a Grip
on Account Based
Marketing
Impact
Tell
Teach
[RESEARCH]
The Nero-Science
Behind Engagement
Marketing and Why
Your Company is
Missing The Mark

17. The ACC
Anterior Cingulate
Cortex
Conflict Monitoring
Trigger the ACC

18. BE THE SMARTEST CAT IN
THE ROOM

19. THANK YOU!