The Sales world is desperate for an upgrade. We’ve been holding on to way too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to...
The Importance of Effective Sales Discovery Questions Too many salespeople fail at discovery calls, a critical phase in the B2B sales funnel. The discovery call is undeniably the most important part of the entire sales process and an irreplaceable part of any...
How is Gap Selling different than Solution Selling? It’s hard to believe that Gap Selling has already been out for a couple of years now. Since it’s release, I’ve had countless conversations about the book and the methodology and this questions seems...
Sales is suffering from 9 brutal ills: The Bro Culture Lack of Coaching Too Product-Centric and Not Problem Centric Not enough salespeople understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much...
Lucidchart and A Sales Growth Company teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using Lucidchart’s amazing tool, it’ even easier to understand and align your sales process to a gap selling,...
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