93 Thought Leader: Keenan Wants to Show You the “Show Me” Economy

Our thought leader is month is Keenan, A Sales Guy Inc’s CEO/President and Chief Antagonist. This is reach and reputation month and when we think of reach, we think of Keenan because he popularized the term!

He’s been selling something to someone for his entire life and it’s made him one of the most authentic thought leaders we’ve had. He’s been teaching and coaching almost as long. With over 20 years of sales experience, which he’ll tell you he doesn’t give a s#%t about, Keenan has been influencing, learning from and shaping the world of sales for a long time. Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

Keenan is a sales rock star, a true rebel, innovator, thought provoker and thought leader. Check out his website for more crazy Keenan facts and listen to this episode for insights into how to extend your reach, reputation and

On today’s podcast

3:00 – Keenan’s “why” is fleeting

5:30 – What does the word “professional” mean in today’s sales world?

8:56 – Stop living in the “tell me” economy, start living in the “show me” economy

13:26 – How to start living in the “show me” economy. Brand building in the social era.

17:50 – Finding your own voice in a world of noise

23:18 – What drives Keenan and how does sales fill that tank

27:30 – Tell us what Keenan was buying at the Home Depot in this video. Email info@thewhyandthebuy.com.

30:48 – The 3 things that keep people from learning and becoming their best selves

38:00 – Social media branding is not about YOU, it’s about THEM!

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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92 Pissing Off the CEO with Jack Kosakowski

Our guest this week is, Jack Kosakowski, CEO of Creation Agency US division and a digital marketing pioneer. Basically, he’s a sales guy running a marketing agency. When Jack began his career he struggled to understand the meaning and worth of marketing. It was only after he entered the sales world and began to understand the value of marketing himself digitally that he truly found his calling and reached his full potential. 

Jack is here to help you evaluate the true value of the content that you are sharing, the way you are starting conversations with potential clients and ultimately how you are establishing your reputation in your marketplace. It’s not all about WHO you know, it’s about WHAT you know.

This episode is marketing for those that hate to market. This is marketing for salespeople. This is marketing for people who want to grow their reach, reputation and wallet.

On today’s podcast

3:15 – What attracted Jack to digital/social selling before it was cool?
8:10 – Salespeople should NOT be writing content
11:54 – The “Why” behind creating content
12:53 – Creating conversations vs. forcing conversations
18:00 – How can individuals create reach that will impact their sales?
21:50 – The best way to talk to a CEO is….pissing him off?
25:18 – Jack’s go-to thought leaders and how he develops content strategy
27:40 – The outcome of the conversation
34:43 – Are the things on your online resume worthy of being there?

Have you heard about our Small Business Breakthrough program? If you own or want to own a small business but are struggling in certain areas, we want to help you. Email breakthrough@thewhyandthebuy.com for more information.

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78 Badassing your brand with Pia Silva

Our guest this week is, Pia Silva, author of the book Badass Your Brand. Pia is a speaker, Forbes.com contributor and branding expert for Worstofall Design. 

She’s here today to talk about narrowing your brand focus and deciding on where you fit best within your marketplace. It can be a scary process but ultimately one that will make you a leader and expert in your field.

Pia’s ideas on branding and entrepreneur ship will reshape how you think about your business, your prospecting strategies and your sales and marketing philosophies. This episode is a must-listen.

On today’s podcast

3:06 – The history of “brand shrink” and “Badass Your Brand”

8:14 – What’s the brand shrink process like?

11:20 – How do you overcome the fear of choosing your one brand?

17:27 – How did Pia decide on her brand and her niche?

28:49 – Pia’s revolutionary “solopreneur economy” concept

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61 Defining, deciding and creating common purpose with Marilyn Carpenter and Joe Schum

Today we release the first in our new monthly series of thought leader interviews. We’re bringing in top thinkers from around the sales and marketing world to help discuss and analyze our monthly theme. January is all about purpose.

This week we have Marilyn Carpenter and Joe Schum from Network Orchestrators in to help us define, decide on and create common purpose that will ultimately lead to the thing that we all want, more and better business.

On today’s show…

3:50 – Bringing the human back into sales and marketing.

15:10 – Common Language vs. Common Understanding

22:50 – How do people use purpose to accelerate their business?

39:58 – Why do people choose human-centric businesses?

50:15 – The difference between “helping” and “serving.”

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52 Jason Manke and Laurel Truax on Turning Content Into Dollars

Jason and Laurel from Slabtown Marketing are BACK! Today we’re talking about content marketing. It can seem daunting to some, especially those working by themselves or on a budget. Jason and Laurel are here to help you create compelling, money-making content in ANY situation.

Visit slabtownmarketing.com today to find out how Jason and Laurel can help your content marketing strategy!

On today’s show…

4:00 – Where do you even start with content marketing?!

8:20 – How much should I post? Quantity vs. Quality

11:00 – The importance of knowing your greatest strength

18:00 – How can you turn good content into dollars in your bank account?

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50 Slabtown Marketing

Our guests this week are Laurel Truax and Jason Manke from Slabtown Marketing. This Michigan marketing firm has been successful approaching marketing from a sales perspective and sales from a marketing perspective. There’s always a lot of talk about sales and marketing alignment, but not a lot of action. Laurel and Jason are here today to convince you that sales and marketing synergy can lead to more innovation, less friction and ultimately increased revenue.

Check out Slabtown at slabtownmarketing.com and on  Linkedin: https://www.linkedin.com/company/slabtown-marketing/

2:50 – The origin behind the name

5:00 – How do you start your own marketing firm?

7:00 – The eternal battle between sales vs. marketing

14:30 – Thinking of sales AND marketing as revenue centers

19:00 – How they operate as a third party marketing consultant

21:30 – Will marketing and sales departments be spending more or less time together in the future?

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44 Amahl Williams Talks Data and “Smarketing”

Our guest this week is Amahl Williams, VP of Smarketing at Pluris Marketing and, no, that isn’t a typo. Amahl is frustrated by the conflict between sales and marketing and how it’s rooted in old stereotypes. He thinks most sales and marketing departments are stuck in a pre-2008 mindset and the only way to ‘get out’ is to ‘get smart.’

1:18 – What is “smarketing”?

6:00 – “A lot of the ideas that used to be viewed as best practice for sales and marketing aren’t just irrelevant, they’re erroneous”

18:30 – Why Amahl thinks that it’s still all about revenue and how that affects the way businesses approach marketing

28:00 – “If you don’t have content on your site…I don’t understand you.”

37:50 – Amahl gives you MUST-READ recommendations for “smarketing”

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43 Intelligent Inbound Marketing with Jen Spencer

Our guest this week is Jen Spencer, Vice President of Sales and Marketing at SmartBug Media. She believes that the best way to have a presence online is to have a presence in-person. Her inbound marketing strategies will open your eyes to new ways of getting attention AND portraying your best online identity.

3:13 – Jen explains her love of scotch

6:17 – What is “intelligent inbound marketing?”

9:15 – The difference between a marketing novice and revenue generating marketing professional

12:00 – How to stay on top of your prospecting pipeline when buyer trends change so quickly.

17:50 – “Your digital presence is an extension of your in-person presence.”

24:50 – “The more you can understand the way people communicate, the better off you’re going to be as a sales person”

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