Keenan .

Vice President/Regional Sales Leader Emerging Service Providers

CEO | Author of Gap Selling | Creator of the Problem-Centric OS™ | Driving Predictable, Reliable, Revenue Growth -- Every Time

I’m the CEO of A Sales Growth Company (ASG) and the author of Gap Selling. Over the past decade, I’ve built a body of work that includes the Problem-Centric Operating System™ (PCOS), the Buyer Confidence Model, and the Problem Identification Chart (PIC) — frameworks that rewire how revenue organizations operate, forecast, and grow.

At ASG, we don’t just train salespeople. We help entire organizations transform the way they sell by aligning every GTM function to the problems buyers actually have. That’s why our work has been featured in Harvard Business Review and MIT Sloan Management Review, and why global enterprises and high-growth companies turn to us when they need to fix broken revenue systems.

I’m also a lifelong freestyle and mogul skier. In skiing, success requires precision, rhythm, and adaptability — one mistake throws off the entire run. Revenue is the same. If one part of the GTM system is out of sync, the whole organization feels it: forecasts drift, deals stall, and growth slows. That’s what the Problem-Centric OS solves — it brings clarity, control, and flow back into the system so growth becomes predictable.

ASG exists to help organizations achieve that level of performance. Our clients see higher win rates, more accurate forecasts, shorter sales cycles, and stronger alignment across sales, marketing, and customer success.

Because today’s revenue challenges aren’t about effort or talent — they’re about systems that weren’t built for how modern buyers buy. And fixing those systems is what we do.

CEO/President

A Sales Growth Company helps organizations solve the ever-changing challenges of revenue growth, long sales cycles, low winning percentages, and unacceptable growth numbers.  Through it's highly sought after Gap Selling methodology, ASG is quickly becoming the leader in revenue generation solutions for B2B companies around the world . . .

and we're just a killer place to work!

Intrado Life & Safety

Leading the Network & Information Sales team at Intrado were we focus on advancing end-to-end public safety solutions for telecom, alarm, telematics, device manufacturers, and satellite companies worldwide. My top priorities include achieving exceptional results by coaching and developing a high-performing team, fostering collaboration both internally and externally, and ensuring effective communication with customers. I take pride in negotiating solutions that balance the needs of all stakeholders, creating a win-win-win-win for the company, customers, sales team, and society.

Results: 2024 and 2023 President’s Club.

Sales Director - Network & Information Services | U.S. & Global

Verizon

Executed Verizon's Federal Government business development strategy in the U.S. as a sales leader for a 14 member team focused on providing solutions in support of our customer's missions.  Our team worked closely with Federal agencies and contractors to identify customer challenges and develop solutions for successful outcomes with the product team, solutions architects, and external partners.  Monitoring KPI's to deliver accurate CRM forecasts and analyze results to optimize sales and sustained business growth.  Brainstorming and strategizing internal and external teams to develop strategies to improve sales performance.  Lead strategic account planning and execution of business reviews, deal escalations, and executive briefings.   Embody and foster a culture of high energy, the standard of excellence, collaboration, and support.  Build and maintain long-lasting, strong relationships with customers while partnering with them to better understand their business objectives and needs.  Utilize established sales processes, systems, and forms for sales to perform job duties, track information, compile data and reports, and achieve desired goals.  Optimize sales processes and programs as it relates to RFX to billing, most wanted deal reviews, and forecasting to drive forecast accuracy.


Results:  Led the Federal DoD team in several KPIs, and developed the #1 Federal Client Executive in the U.S. in 2021.

Managing Partner - Sales  | U.S. | Federal Government

Recruited, mentored, and led a the government sales team of 12 in one of the most competitive markets in the U.S.  The team included a sales leader and team as well as a strategic account team assigned to the largest customers and prospects. I spearheaded the development of a comprehensive sales strategy for assigned territories, meticulously identifying and targeting prospective customers while driving strategic renewals and growth within the existing customer base. I crafted and delivered compelling sales presentations to executive and C-level prospective clients, achieving exceptional forecast accuracy, opportunity management excellence, and strategic account planning.  

Skillfully managed and closed large, complex deals, utilizing advanced sales methodologies alongside solution-selling skills to qualify and advance opportunities towards successful resolution. I harnessed all available company resources, including marketing, sales development, customer success, support, engineering, professional services, and executives, to support sales campaigns. Furthermore, I provided strategic recommendations for product or service enhancements based on insightful customer feedback and requests.  

Results: Recorded largest volume SLED sale as recognized in the Q2 2020 earnings for the impact on society and business.

Associate Director - Sales  | SoCal | All Government

Inspired and guided a complex team of 10, comprising sales, support, and solutions architects, to collaborate with customers on a variety of solutions, including wireless, WAN, VoIP, and cutting-edge IoT solutions with partners. This was during my tenure as Sales Manager for Business to Business Sales at Verizon. I managed sales and support for geographically dispersed B2B and government sales teams, driving solution-based sales across diverse vertical industries. I coached the team on prospecting, funnel building, objection handling, business development, and overall technology sales strategies, ensuring alignment with customer needs and industry advancements.

Results:  Led Northern California region in various KPIs for several years, winning President’s Cabinet 2 times, and developed the #1 B2B salesperson in the U.S.

Business Sales Manager | Central California

JRS, Inc.

Consulted Board of Directors to increase margins and overall profitability in 30+ AT&T retail locations.

General Sales Manager | Central California

Golden State Phone & Wireless, Inc.

Led organization in first level role that included P&L responsibilities for a 20 branch retail and B2B organization with 100 employees.  Designed stores, compensation, pricing, and implemented new point of sale system.  Negotiated contracts, leases, advertising, and other partner agreements.  During my tenure, I transformed the company from a loss-making entity to a profitable one.

General Manager/VP | Central California

A Big Idea Marketing, Inc.

Founded a startup agency for advertising and general business consultation.

Founder & Business Consultant | Central California

Alpine PCS (dba Cellular One & Firefly Wireless)

Managed all aspects of marketing for a startup wireless company in third level role.  This included the legacy Cellular One wireless business in Michigan including web, radio, print, television, store design, and pricing.

Marketing Director | California & Michigan

Cingular Wireless

Created distribution channels in a startup through partners, retail stores, and B2B sales force with accountability for sales operations, customer experience, local marketing / events, and sales attainment.

Retail & Business Sales Manager | Central Coast California

Bellsouth Cellular Corp

Drove high-performance results within 3 company owned retail stores.  Optimized customer and employee experience through ongoing sales training while empowering, and supporting the team to exceed budgets, retention, quality, inventory, and service objectives.  BellSouth was purchased by AT&T Wireless.

Retail Sales & Service Manager | Central California

Increased revenues through new products and services.  Oversaw research, development, training, and implementation of new products and services.  Demonstrated ability to communicate and influence department leaders across the organization in network operations, customer service, marketing, and sales.

Product Manager | Central California

Developed new business in small and mid-size businesses, maintaining accurate forecasts, protecting existing customer base, and demonstrating consultative selling to a variety of audiences including C-level executives

Business Sales Representative | Central California

Dynamic, results-driven sales leader with 26+ years of experience, currently advancing end-to-end public safety and telecom solutions globally. Proven expertise in business development, team leadership, product innovation, and relationship management, driving elite team performance and strategic growth. My approach integrates robust team development, strategic sales management, and an unwavering commitment to customer experience, which culminated in our team achieving 2024 and 2023 President's Club recognition.

With a solid foundation in corporate financial reporting and collaborative problem-solving, my tenure at Verizon fortified my expertise in developing solutions for all verticals including business and government organizations. In collaboration with our team, we delivered CRM forecast accuracy and strategic account planning, ensuring sustained business growth and the execution of substantial deals within complex sales cycles.

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The Battle

Keenan .

Charles Bourgault

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