Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model

Revenue Enablement Society - Stories From The Trenches

Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model.
Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses.
Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift from traditional enablement to a results-driven approach. With the S.P.E.E.D. model, enablement teams will empower sales teams to succeed by focusing on what truly matters—the tangible impact on business metrics and organizational growth.
Keenan and I unpack:

• The details behind the S.P.E.E.D model and why it works
• The three layers of S.P.E.E.D. that align enablement to revenue success
• The critical sales metrics all Enablement teams need to internalize
• How to assess the current state, identify gaps, and make improvements

Keenan is the CEO/president and chief antagonist of A Sales Growth Company. With over 20 years of sales experience, he has long influenced, learned from, and shaped the sales world. Keenan calls it as he sees it and lets nothing and no one go unnoticed.
He is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody’s Teaching You and Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price.
Gap Selling has been voted among the sales community as one of the best sales books ever.
Father of 3 amazing girls, PSIA Certified Level 2 ski instructor (see, more coaching), and avid Boston sports fan, Keenan keeps crazy busy when he’s not focused on A Sales Growth Company.

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Chapters

1. Ep. 78 - Keenan - The S.P.E.E.D. Revenue Enablement Model (00:00:00)

2. Enablement Success With Kenan's SPEED Model (00:00:01)

3. Enablement Metrics and Revenue Alignment (00:11:09)

4. Head of Enablement and Executive Communication (00:16:31)

5. Feedback on Enablement Model and Assessment (00:20:19)