In this episode of Sales Reps On Fire, I had the privilege of sitting down with Matthew McKeown, an experienced sales leader with a wealth of knowledge to share. We dove deep into the strategies and philosophies that drive successful sales teams, from mastering sales velocity to fostering genuine trust with customers. Matthew shared his take on the most underrated skill in sales today, the power of asking the right discovery questions, and how focusing on mutual success creates long-term value for both reps and clients. We also discussed the challenges of aligning quotas with individual reps' potential and why it’s time to shift the narrative away from a “rep problem” to a leadership opportunity. Matthew didn’t hold back when it came to actionable insights—whether it was his wishlist feature for CRMs, his one must-have KPI, or the hardest leadership lessons he’s learned along the way. If you’re looking for real, no-fluff advice that could transform how you approach sales, this is an episode you won’t want to miss. Don’t forget to share it with your team—it’s packed with ideas that could spark your next big win. Find Matthew on LinkedIn (@100-miler) or reach him at (502) 521-1103 for more insights, and stay tuned for more episodes of Sales Reps On Fire! Watch the video version on YouTube (Click Here) CONTACT MATTHEW: Matthew's LinkedIn: https://www.linkedin.com/in/100-miler/ NEXT STEPS: Whenever you’re ready, there are 2 ways I can help you: 1 - Hit 'follow' so you never miss another weekly episode. 2 - Schedule a FREE (30 min.) sales coaching workshop for your sales team: https://ian-agard.com 3 - Hire with me to boost your sales team's MRR by up to 30% within 8 weeks: https://ian-agard.com/#contact CONTACT IAN: LinkedIn: https://www.linkedin.com/in/ian-agard/ Website: https://ian-agard.com/ BOOKS RECOMMENDED: Selling The Cloud - https://amzn.to/3VpjNvw KEY TAKEAWAYS:

* 02:02 - Matthew's Journey into Sales

* 06:41 - Leadership Lessons and Team Building

* 09:57 - Creating a High-Performance Sales Culture

* 22:50 - Building Effective Sales Conversations

* 24:36 - Motivating Your Sales Team

* 30:21 - Challenging Sales Beliefs