In this episode, Rob interviews a big name in the sales world – Keenan from A Sales Guy. Keenan believes that selling has become too tactical and product-centric. He believes you should sell to the gap between the current state and the future state by finding the problems in the market and concentrating on them. For Keenan, understanding your prospect’s problems is the most important part of the sales process. He gives a multitude of actionable examples of how to find and define this gap and how to best coach to it.