Sales Training, Consulting, and Enablement
Changing The Way
The World Sells
A Sales Methodology that actually works
People We Work With:
Meet Gap Selling – the sales world’s first problem-centric™ selling methodology. A customer focused alternative to consultative selling.
The Gap Selling Methodology
Where your customer is now – how they currently operate, what problems they are having, and how this is holding them back from where they want to be.
Where your customer wants to be – their goals, ambitions, dreams. What are they trying to achieve, whether that be revenue goals, growth, or saving enough to launch a new product line.
The distance between the Current State and the Future State. This is where the value to their business lies. A combination of all their current state problems and impacts subtracted from the desired future state.
Your product is the key, the bridge, or the patch the prospect needed. It fills the identified Gap perfectly. It fixes the technical problem plaguing their business, alleviates the impacts of this broken process, and carries them to their goal.
Introducing A Sales Growth Company’s sales enablement framework to define, improve, and quantify your sales execution efforts.
Managed by Sales Enablement with a focus on developing and honing sales skills. Includes implementing a common sales methodology, learning environments and certification processes.
Primary job of Sales Managers. Consisting of tools, activities, and data for creating, managing, and closing opportunities such as qualification frameworks, CRM systems, pipeline and deal review processes.
Owned by Sales Operations with a focus on predicting future revenue overlaying historical and buyer input data. Requires clear definitions for forecastable opportunities, accuracy tracking, and success criteria.
The specific and unique information or data provided by the buyer that proves the cost of inaction is greater than the cost of action.
The Revenue S.P.E.E.D. Model
Sales Performance, Execution, Enablement, and Delivery
Meet Gap Selling – the sales world’s first problem-centric™ selling methodology. A customer focused alternative to consultative selling.
The Gap Selling Methodology
Gap Method
Current State
Where your customer is now – how they currently operate, what problems they are having, and how this is holding them back from where they want to be.
Future State
The distance between the Current State and the Future State. This is where the value to their business lies. A combination of all their current state problems and impacts subtracted from the desired future state.
The Gap
Where your customer wants to be – their goals, ambitions, dreams. What are they trying to achieve, whether that be revenue goals, growth, or saving enough to launch a new product line.
The Solution
Your product is the key, the bridge, or the patch the prospect needed. It fills the identified Gap perfectly. It fixes the technical problem plaguing their business, alleviates the impacts of this broken process, and carries them to their goal.
Introducing A Sales Growth Company’s sales enablement framework to define, improve, and quantify your sales execution efforts.
The Speed Model
Sales Performance, Execution, Enablement, and Delivery
Framework
Skills Management
Managed by Sales Enablement with a focus on developing and honing sales skills. Successful skills management includes implementing a common sales methodology, learning environments and certification processes on customers business, problems, and products.
OpportunityManagement
Primary job of Sales Managers. Consisting of tools, activities, and data for creating, managing, and closing opportunities such as qualification frameworks, CRM systems, pipeline and deal review processes, and opportunity scoring metrics.
Forecast Management
Owned by Sales Operations with a focus on predicting future revenue overlaying historical and buyer input data. Requires clear definitions for forecastable opportunities, forecast accuracy tracking, and clear forecasting success criteria.
Buyer Input Data
The unique and specific data and information provided by the buyer that proves that the cost of inaction is greater than the cost of action.
As Seen In:
Sales training, consulting, and enablement adapted to the way 21st century buyers buy.
Addressing The Changes In The Market
Post-pandemic B2B sales has become increasingly challenging, with hesitant buyers and intensified scrutiny on expenditures. Sales teams are struggling with pipeline development, forecasting accuracy, and most importantly, overall performance. These challenges highlight a critical need for baseline skills, a well-defined methodology, customized practice and roleplay.
What We Do
Sales Training
Elevate your sales game with Gap Selling training. Ditch the discounts, increase win rates, shorten those lengthy sales cycles, and boost your average deal sizes. We understand your challenges and can help you fix them.
Sales Consulting
Simplify and streamline your sales operation, from strategic account planning to effective pipeline management and sales coaching. Enhance your team’s performance, ensuring repeatable processes that eliminate friction and boost visibility.
Kick-off Events
Turbocharge you sales team’s potential. Let Keenan challenge, educate, motivate, and inspire. Propel your team to tackle new challenges, engage customers, and seize opportunities.
Become a GAP SELLING Certified Trainer
Advance your training career with a Gap Selling Certification. Offer Gap Selling training to your clients, drive transformative change, and become an expert coach and diagnostician. Break free from traditional methods and embark on your own path to success.
GAP SELLING Book
People don’t buy from people they like. Your buyer doesn’t care about you or your product or service. It’s not your job to overcome objections, it’s your buyer’s. Closing isn’t a skill of good salespeople; it’s the skill of weak salespeople. Price isn’t the main reason salespeople lose the sale. Gap Selling shreds traditional and closely held sales beliefs that have been hurting salespeople for decades.
Free Resources
Our handpicked collection of essential sales tools, eBooks, and videos. Dive into comprehensive research studies, practical strategies, and insights designed to boost your selling abilities.
100K+ SALES PEEPS TRUST A Sales Growth Company
