in:dispensable- business truths, tools + tips you can't do without

Keith Daw: Sales, Personality, and Growth

April 26, 2019 Season 1 Episode 2
in:dispensable- business truths, tools + tips you can't do without
Keith Daw: Sales, Personality, and Growth
Chapters
in:dispensable- business truths, tools + tips you can't do without
Keith Daw: Sales, Personality, and Growth
Apr 26, 2019 Season 1 Episode 2
Colleen McKenna
Keith Daw shares his insight and thoughts on sales and its evolving environment
Show Notes

Show Notes:

0:00 Introduction

1:20 Introduction to Keith Daw- Vice President of Growth Opportunities for McDonell Consulting Group, a Sandler franchise.

2:32 Keiths title

3:24 Pattern Interrupt

4:38 Salespeople and pattern interrupt

5:35 How Keith defines his role- what he does and how he does it

7:00 Getting things done in a nurturing way

7:26 How Keith’s role influences his everyday life

9:00 Sorting out clients’ commitment to excellence 

11:20 Is innovation and technology affecting the way salespeople do their jobs today?

13:00 LinkedIn as a tool

14:52 The challenge of getting salespeople to engage on LinkedIn

16:02 How Keith measures success- for himself and his clients

18:29 Why it’s not about the “big number”

20:00 Salesperson who has to sell the new business but manage and deliver the services- how Keith coaches to that

22:18 How Keith’s approach has changed in relation to clients and prospects

24:40 Segmentation in functional roles in the sales process

27:38 DiSC- what it is, how Keith uses it, and how it influences the work he does

34:47 What Keith would be doing if he wasn’t in his current position/role

39:04 Business truths that have inspired Keith

42:42 What tools can’t Keith live without

47:30 Tips Keith has learned

49:06 Would Keith embark on his professional journey again?

51:26 Where can you find Keith

53:15 Conclusion of Keith’s Episode


Links:

Keith on LinkedIn: https://www.linkedin.com/in/keithdaw/

McDonell Consulting Group: https://www.mcdonell.sandler.com/

DiSC: https://www.everythingdisc.com/Home.aspx