B2B buyers want salespeople who understand their business problems before recommending a product. That is the central finding of buyer research conducted by A Sales Growth Company, which surveyed B2B buyers across industries to identify the gap between what buyers...
SPIN Selling and Gap Selling are built on the same foundational direction: both require the seller to develop a buyer’s problem before presenting a solution. SPIN’s research established that buyers act only after moving from recognizing a problem to...
The question sales teams running MEDD(P)ICC rarely get a clear answer to is how their reps should run discovery. MEDD(P)ICC was built in the early 1990s by Jack Napoli and Dick Dunkel at PTC to identify whether a deal had the characteristics of a winner. A Sales...
The choice between Gap Selling and Force Management is not about which methodology has a better client list. It is about which problem each was built to solve — and whether those problems describe what is actually broken on your team. Force Management trains reps to...
A rep delivers a Commercial Insight. The buyer lights up. Calls it the best vendor meeting they have had all year. Sends the deck to their team. Three weeks later the deal goes quiet. Nobody escalated it. Nobody built a case for change internally. The rep had no...
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