Bio
Keenan is the most philosophically radical of the modern sales methodologists. Where others provide frameworks that can be layered onto existing selling approaches, Keenan argues that selling must be rebuilt from first principles. His nine truths function as axioms from which all selling behavior should derive. The most foundational: "No problem, no sale." The most provocative: "No one gives a shit about you or your product." These are not motivational slogans; they are operational principles that dictate how every outreach, discovery call, presentation, and proposal should be structured, always starting from the buyer's problems and never from the seller's product.
Operating themes
- Operating thesis: All selling is about change, and the seller's only job is to discover and quantify the gap between the buyer's current state and desired future state; without a gap there is no sale, and without a large gap there is no large sale.
- Champion Identification
- Discovery Call Framework
- Gap Selling
- Sales Process Design
Cards
- No problem, no sale. No gap, no large sale. Change = (Dissatisfaction × Desirability) > Cost of Change. — No problem, no sale. No gap, no large sale. Change = (Dissatisfaction × Desirability) > Cost of Change. [Tier A]
Sources captured
- 2026-04 —
gap-selling-framework-keenan.md(operator essay archive) - 2026-04 —
keenan-gap-selling-nine-truths-problem-identification.md(operator essay archive) - 2026-04 —
keenan-gap-selling-discovery-current-future-state.md(operator essay archive)