{"id":2,"date":"2015-04-27T11:28:36","date_gmt":"2015-04-27T11:28:36","guid":{"rendered":"http:\/\/testjbk2015redesign.noxgraphicscollaborations.com\/blog\/?page_id=2"},"modified":"2024-04-09T23:28:58","modified_gmt":"2024-04-09T23:28:58","slug":"about","status":"publish","type":"page","link":"https:\/\/jackbkeenan.com\/about\/","title":{"rendered":"About JBK"},"content":{"rendered":"<p>Our business purpose is to help our clients and customers create demand \u2013 to grow their business faster and beyond the level to which they would grow organically.<\/p>\n<p>Following the recent economic disruption, enterprises of all types and sizes have fundamentally changed their buying processes, and changed their patterns of decision-making.\u00a0 Companies have redefined the business, technical, personal, and political value they want from their investment of scarce budget dollars. They have changed their expectations of partners, suppliers, vendors, and, yes, of sales people and service providers.<\/p>\n<p>Today, perhaps more than in past years, it has become more difficult to differentiate oneself and one\u2019s products.\u00a0 And yet, it is now more important than ever to do so.<\/p>\n<p>The past several years have caused many of our clients to question their assumptions about organic growth in their markets and, subsequently, to change the way they go to market and attempt to <strong>create<\/strong> demand, not just fulfill it.<\/p>\n<p>The new market realities demand different proficiencies, different skill sets, different processes, and a different comfort zone that creates demand and differentiates us in a tough economy \u2013 we need to re-focus on some things that will be needed for us to succeed moving forward in this new and different time.<\/p>\n<ul>\n<li>Differentiating ourselves by who we are and by how we do business \u2013 showing up early on in the relationship better informed about the customer and their business than they might expect us to.<\/li>\n<li>Developing a clearer view of what each customer would consider as real value in the business relationship.<\/li>\n<li>Developing relationships that go beyond mere acquaintance to real influence \u2013 creating new business value that uncovers unseen needs and create real solutions.<\/li>\n<li>Understanding the customer\u2019s situation better than they know themselves \u2013 having a deep insight into the severity and consequences of the customer\u2019s problem and how their end-customers further down the chain think of business value.<\/li>\n<li>Helping a customer change the way they view their situation in ways that provide mutual benefit<\/li>\n<li>Negotiating the value of the deal and getting past \u2018yes\u2019 to a long-term customer relationship.<\/li>\n<li>Understanding how customer\u2019s purchasing and procurement organizations have changed in the past years to become more strategic and more powerful in the business relationship.<\/li>\n<li>Understanding the importance and value of customer loyalty and creating a powerful, winning total customer experience \u2013 from the initial approach through to long-term business relationships.<\/li>\n<li>Competing not only with a competitor\u2019s product, but also with their strategy \u2013 how they provide a total customer experience.<\/li>\n<li>Competing with the status quo and evaluating the customer\u2019s decision not to act when scarce resources are tight.<\/li>\n<li>Speaking the language of enterprise value and quantifying the business impact of the solutions in hard currency in distinctive ways.<\/li>\n<\/ul>\n<p>As you look at the comfort zones of your sales people today, at the dialogues they are having or trying to have with your prospects and customers, what have you changed?<\/p>\n<p>At Jack B. Keenan, Inc., we are in the business of changing the conversations between your sales, marketing, and support teams and your customers. Those conversations, and the skills, competencies, and processes required for creating and engaging in them, are where your demand creation strategies come to life. It is in those conversations that true customer demand is created.We are a core team of seasoned, highly competent sales and development professionals, each bringing over 40 years of experience and success driving sales initiatives within the semiconductor, semiconductor equipment, systems, software, services, and biotechnology industries.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/who-we-are\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>As we come to know you and your organization, we work to demonstrate early on our credibility and competence, our insight and relevant expertise. We do so in order to \u201cearn the right\u201d to conduct a comprehensive discovery \u2013 a deep and insightful understanding of your situation and challenges.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/how-we-work\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>For more than 30 years, the JBK team has helped companies develop, sustain, and enhance their competitive advantage through the implementation of world-class training and organizational development strategies.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/jbk-core-team\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>We are a core team of seasoned, highly competent sales and development professionals, each bringing over 40 years of experience and success driving sales initiatives within the semiconductor, semiconductor equipment, systems, software, services, and biotechnology industries.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/who-we-are\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>As we come to know you and your organization, we work to demonstrate early on our credibility and competence, our insight and relevant expertise. We do so in order to \u201cearn the right\u201d to conduct a comprehensive discovery \u2013 a deep and insightful understanding of your situation and challenges.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/how-we-work\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>For more than 30 years, the JBK team has helped companies develop, sustain, and enhance their competitive advantage through the implementation of world-class training and organizational development strategies.<\/p>\n<p><a  itemprop=\"url\" href=\"..\/about\/jbk-core-team\/\" target=\"_self\"  class=\"qbutton  small default\" style=\"\"><\/a>CORE VALUES<\/p>\n<ul class=\"bullet-arrow\">\n<li>\u201cSales-Ready\u201d Product Training<\/li>\n<li>Sales force Capability Assessment<\/li>\n<li>Core, Consultative Selling Skills<\/li>\n<li>Interpersonal Selling Skills<\/li>\n<li>Negotiation Strategy and Skills<\/li>\n<li>Engaging with Supply Chain Strategies<\/li>\n<li>Opportunity Management Process<\/li>\n<li>Executive Calling and Credibility<\/li>\n<li>Selling to the CXO<\/li>\n<li>Sales Leadership Skills and Process<\/li>\n<li>Solution Differentiation Skills<\/li>\n<li>Major Account Management<\/li>\n<li>Marketing Support of the Sales Process<\/li>\n<li>Managing Indirect Channels<\/li>\n<\/ul>\n<p>OUR CORE TEAM MEMBERSFor more than 40 years, the JBK team has helped companies develop, sustain, and enhance their competitive advantage through the implementation of world-class training and organizational development strategies.<a  itemprop=\"url\" href=\"..\/about\/jbk-core-team\/\" target=\"_self\"  class=\"qbutton  medium default\" style=\"\"><\/a><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Our business purpose is to help our clients and customers create demand \u2013 to grow their business faster and beyond the level to which they would grow organically. Following the recent economic disruption, enterprises of all types and sizes have fundamentally changed their buying processes,&#8230;<\/p>\n","protected":false},"author":1,"featured_media":0,"parent":0,"menu_order":0,"comment_status":"open","ping_status":"open","template":"","meta":{"footnotes":""},"_links":{"self":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/2"}],"collection":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/comments?post=2"}],"version-history":[{"count":2,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/2\/revisions"}],"predecessor-version":[{"id":3280,"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/pages\/2\/revisions\/3280"}],"wp:attachment":[{"href":"https:\/\/jackbkeenan.com\/wp-json\/wp\/v2\/media?parent=2"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}