The Problem Centric™ Training System
A complete sales training system designed to improve how your team engages buyers, creates pipeline, and drives performance.
Gap Selling, Gap Prospecting, and Gap Manager Training work together to build a revenue organization based on consistency and measurable results.
People We Work With:
How the Training System Works
Each program targets a different part of the revenue motion.
Gap Selling strengthens how reps run conversations and close.
Gap Prospecting improves how they create pipeline and earn attention.
Gap Manager Training develops leaders who coach, inspect, and guide performance across the team.
Together, these programs give your organization a shared language, a consistent structure, and a clear standard for execution at every stage of the sales cycle.
Gap Selling Training
Program Overview
Gap Selling Training teaches sellers how to identify the business problems affecting a buyer’s performance, calculate the impact of those problems, determine what is causing them, and connect the solution to those root causes. The program focuses on developing the ability to run structured, problem-led sales conversations using information provided directly by the buyer. Participants learn how to work from a defined current state, establish the future state the buyer wants to reach, and use the gap between them to guide the sales motion.
What Teams Gain From Using Gap Selling
Teams that adopt the methodology typically see:
- Shorter sales cycles
- Higher average contract value
- Higher win rates
Gap Prospecting Training
Program Overview
Gap Prospecting Training teaches sellers how to research a buyer’s environment, identify the business problems likely affecting their performance, and structure outreach around those problems. The program covers how to evaluate account signals, refine targeting, prepare context-driven messaging, and run prospecting conversations that lead to qualified opportunities. Participants learn a consistent approach to calls, email, and social outreach using information that reflects the buyer’s world.
What Teams Gain From Using Gap Prospecting
Teams that apply the approach typically see:
- Higher reply and connect rates
- Better meeting quality and stronger conversion into opportunities
- More predictable pipeline creation across outbound channels
Talk Through the Training System With Our Team
If you’re evaluating training options, we can walk you through how the Problem Centric™ approach works across prospecting, selling, and management. Our team will review your structure, the challenges you’re seeing in pipeline and deals, and help you determine the program fit.
Gap Manager Training
Program Overview
Gap Manager Training focuses on developing the leadership skills required to reinforce consistent sales execution. The program teaches frontline managers how to observe seller behavior, run structured deal reviews, evaluate opportunity health using buyer-provided information, and coach reps through the diagnostic steps of the Problem Centric™ approach. Participants learn how to inspect pipeline quality, assess commitment levels, and guide reps through conversations that support accurate forecasting and deal progression.
What Teams Gain When Managers Use the Framework
Organizations that adopt the approach typically see:
- More reliable pipeline accuracy and forecasting
- Stronger coaching quality and consistent skill development across the team
- Better deal progression due to earlier identification of risks and gaps
“It changes the landscape of the organization completely. If you want to be in hypergrowth, if you’re in growth phase right now — Gap Selling is where you need to be.”
Mark Cope, CRO – Corestream
How the Programs Work Together
Each training program addresses a different stage of the revenue process. Gap Selling strengthens how sellers diagnose and advance opportunities. Gap Prospecting improves how they create pipeline through relevant outreach. Gap Manager Training establishes the leadership discipline required to reinforce these behaviors across the team.
When used together, the programs create a connected approach to prospecting, selling, and coaching. Teams use the same problem-centric structure, evaluate opportunities through the same lens, and apply consistent standards across the entire sales cycle.
Who the Training System Is Built For
The Problem Centric™ training system is designed for companies that rely on structured selling and consistent execution across multiple stages of the revenue cycle. It is commonly used by:
- B2B organizations with multi-stakeholder deals where sellers must understand business impact and technical details.
- SaaS and enterprise technology companies navigating long cycles, complex integrations, and ROI requirements.
- Growing sales teams that need a standard methodology for new hires, experienced reps, and managers.
- Organizations with forecast variability that want opportunities evaluated using the same criteria and buyer-provided information.
- Teams rebuilding or upgrading their sales process due to slow pipeline movement, stalled deals, or inconsistent qualification.
The system is effective for teams that want all revenue functions, prospecting, selling, and management, working from the same structure.
Review Training Options
If you’re evaluating training for your sales organization, our team can help determine which programs fit your structure, goals, and current performance. We’ll review how your team prospects, sells, and manages deals, and outline the training approach that supports your needs.