Greg Keen
My name is Greg Keen. I’m a sales trainer with over twenty-five years’ experience. I believe that sales is more art than science, and that delivery skills are as important as strategy.
As a result, my sessions dig into what works for you rather than plough through PowerPoint decks overloaded with sales folklore. After all, people remember experiences more than they do facts. And it’s not the idea that counts … it’s what you do with it.
I work across three critical sales pillars. This modular approach is agile and plugs directly into your development need. Often an individual or team needs a refresh on a part of the process rather than the entire skillset.
Attendees emerge with immediately usable techniques that directly affect the bottom line. For this reason, it’s usually more targeted and therefore cost effective than a traditional training approach.
What’s emphasised in each pillar session is guided by the stakeholder or the end user. And, to a degree, each session defines itself depending on the group dynamic.
Sessions standalone or else connect to preceding sessions. Group sessions are usually 3 hours. They can also be delivered as a two-hour, one-to-one coaching session.
“Greg is a master at turning good sales people into outstanding ones by raising the bar across the entire sales cycle from sophisticated question technique to powerful storytelling. What really marks him out, though, is the quality of his coaching. Building high end sales capability is one thing, ensuring this becomes embedded behaviour makes him one of the finest in the business.”
— Richard O’Connor, CEO, B2B Marketing
Session 1 - Ignite
This session is about shaping the sales conversation.
In any interaction the early stages are when judgements are made. As Will Rogers said - you never get a second chance to make a first impression.
Want to devise the most dynamic way to open a call or meeting? This session does precisely that.
You’ll emerge with structure, content and delivery techniques that make your sales intro a passport to the next phase of the process. After all, you can’t win a sell in the first five minutes but you can lose it.
The elements used in Ignite can be adapted to use on the phone, selling remotely or face to face.
“Greg has delivered dozens of sessions for us. His modular approach is dynamic, engaging, and has an immediate effect on ROI. Targeting a specific aspect of the process is a great way to develop sales skills.”
Adam Richmond Sales Director, IFSEC International
Session 2 - Connect
This session is about messaging and sales storytelling.
In competitive markets it’s not necessarily the business with the best offering that flourishes, it’s the one that tells the most compelling story.
Depending on your objective, emphasis can be placed on calls, meetings, proposal writing or all three.
Having written three award winning crime novels and having an MA in screenwriting, I have a special interest in storytelling. I’ve also worked as a storytelling consultant with some of the biggest media agencies in the UK.
The emphasis in Connect is how to compose a terrific value proposition AND make it land.
“Just wanted to say another huge thank you for a fantastic session on Wednesday. The team are buzzing and have already credited the new ideas and practices we covered to securing a renewal for another year.”
Alllyson Barclay, Vice President, Global Sales, Attraqt
Session 3 - Navigate
This session is about objection handling and closing the deal.
Charting a course through objections is a key sales skill. Rarely does a complex sale involving multiple decision makers get over the line without pushback.
Focus is placed on intelligent questions and listening rather than tricksy techniques and glib responses.
A coaching approach informs this session. We roleplay the major objections your sellers encounter and the different opportunities they have to close the business.
Navigate uses simple strategies that avoid traditional ‘sales lore’ and are directly applicable.
“We had a very successful session, with all of those who attended saying they found it rewarding. More importantly, the teams are using the techniques in their day-to-day jobs and are winning more business because of it.”
Chris Newman, Product Manager, CACI
