Articles that will change your game
What’s the difference between selling a product and selling a service? I get this question a lot. Here’s the answer and I’ll make it as simple and as clear as possible. I think it’s...
As a sales leader, what do you do when one of your sales people loses a big deal? Do you kick the shit out of them by calling out everything they did wrong? Do you play Monday morning quarterback and point out...
Why? Kids are great at asking why. They accept the fact that they don’t know very much, so they just move through life, like an information sponge asking why about everything. It’s kinda liberating...
There is a real difference between experience and expertise. Too many of us confuse the two, and they are not the same. Experience simply marks the time we’ve been doing something, but it’s a bad...
We all want to get big. We all want to grow up and be the big girls or boys on the block, right? Growth is what it’s all about in the world of business, especially in SaaS and technology. Take one look...
A lot has changed in the sales world in the last 13 years. Inside sales, inbound, outbound, Account Based Marketing, lead generation, buyers journey, etc. are just a few of the new terms that have penetrated...
Can you tell your customer or prospect no? You better. When a prospect says; “Just send over a proposal,” but won’t give you any information about their company, what they are looking for, or...
booty call: A late night summons — often made via telephone — to arrange sexual liaisons on an ad hoc basis. Yup! This Urban dictionary definition pretty much nails what a booty call is....
There always seems to be lots of ideas and discussion around what great sales people do. I think it’s just human nature to evaluate success and emulate it. We take inventory of what the successful are...
Me again, with a simple question – When you think of Gap Selling, what comes to mind? Now, I’d never actually ask this question in discovery, it’s too “us” focused. But typically,...
Define, define define! This is the #1 thing that salespeople mess up in discovery. They fail to define everything. In a solid discovery, you should be getting to the root definition of everything your buyer...
When it comes to problem-centric sales training for cyber security and insurance, traditional sales training methods and companies fall flat. They borrow a few terms like pain, problem, discovery, impact or...
When was the last time you broke down the skill of learning? You can be on information-overload all you want, but if you don’t assess the skill of learning, you’re going to waste a lot of time....
You are not the customer’s bitch. You are a great sales person. A great sales person isn’t a go-fer, they are keenly in-tune to a customer’s problems and how to solve them. A great sales...
Hiring “A” players is without a doubt a critical element in building and maintaining successful sales teams. We all want the absolute best talent we can get. However, in the end, our job is to...
I love the success stories I get from people who’ve read Gap Selling. It’s a blast to read when people share their own personal success stories about how Gap Selling has changed their career,...
All Sales Training Is the Same, Right? You’ve experienced it. It’s the same old tired approaches to the same old sales challenges, with each company attempting to add their own little...
As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe coming to you with product problems, market concerns, and competitive challenges? Do you...
Continuing Your Gap Selling Journey with Execution In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on...
Gap Selling is hard. Like really hard. But when you do it right, it’s extremely powerful. I hear all the time “It’s easy to understand the concepts, but hard to master.” But that’s kind of the point of...
Why should I talk to you? Before any sale can begin, the target of your efforts has to talk to you. They have to engage. I know, this is the most remedial concept in theory, but in practice, it’s a...
Do You Ever Feel Like You’re Just Another Salesperson? Looking around at the state of the sales industry today, I get the sense that everyone’s methods are exactly the same. I think too many sales...
LinkedIn is a great tool for selling and prospecting, but most salespeople are using it wrong. They’re treating it it’s a phone call or an email and spamming people. We’ve all gotten them...
Do you want a telltale sign that your demos aren’t very good? Listen to how many times you say “if.” Every time you say “if”, deduct 10 points. If you collect 20 or more points,...
