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Articles that will change your game

Two hands forming a rectangular frame with a serene lake and distant mountains in the background, symbolizing the concept of framing in sales. This imagery aligns with the blog's focus on shaping how solutions are presented to prospects, emphasizing clarity, alignment with needs, and creating a compelling narrative to win deals.

Framing Solutions to Win Deals

Winning sales isn’t about being the market leader or offering the lowest price – it’s about how you position your solution to align with the prospect’s needs and priorities. Many salespeople lose deals because...

A wooden mannequin slouched on a chair under a spotlight, symbolizing exhaustion and burnout. This visual reflects the blog's message about the inefficiency of high-volume sales activity metrics and the need to shift focus toward meaningful, outcome-driven strategies.

Activity Metrics Are Failing Your Sales Team

If more activity guaranteed better sales, every team would crush their numbers. But here we are – sales leaders piling on activity KPIs, and reps running harder on the hamster wheel without making progress....

A promotional graphic for an interview titled "Mavens of Modern Sales" featuring Randi Sue Deckard. The left side shows a close-up of a smiling woman with blonde hair, while the right side features the title in bold white text on a dark, textured background with red accents. The word "INTERVIEW" is displayed in a white banner at the bottom left.

Mavens of Modern Sales – Randi-Sue Deckard

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

A snowboarder upside down in the snow with their legs and snowboard sticking out, set against a backdrop of snowy mountains. This humorous and exaggerated image illustrates how deals can feel "stuck," reflecting the blog's theme of identifying and addressing sales challenges to move forward.

Why Deals Get Stuck

Deals get stuck because the buyer doesn’t believe your solution is worth the effort, time, or money right now. It’s not because your product doesn’t work or your service doesn’t solve a problem. The buyer...

Illustration of a standout yellow chair among a row of identical blue chairs, symbolizing the unique traits and leadership qualities needed in a sales manager. This visual emphasizes the importance of identifying the right candidate for the role, aligning with the blog’s discussion on prioritizing leadership, sales expertise, and execution skills in hiring.

Sales Manager Traits to Look For

Sales managers bridge a crucial gap between sales leadership and front-line salespeople. They execute strategies, support teams, and enable sales organizations success. Yet, many companies fail to give sales...

This image is an illustration of a simplified figure using a vacuum to clean a laptop keyboard, with fluffy cloud-like shapes being sucked into the device. The visual metaphor suggests clearing unnecessary clutter or "fluff" from a process, aligning well with the theme of creating a streamlined, efficient, and fluff-free sales pipeline.

Building a Fluff-free Sales Pipeline

When was the last time you analyzed the deals in your sales pipeline? Have you ever taken a look and thought, “This looks like fluff?” Deals that could look promising on paper but you know they’ll never close,...

JD Miller, in a professional suit, featured in an interview titled 'Mavens of Modern Sales' with a bold black and red background.

Mavens of Modern Sales – JD Miller

A close-up of a hand holding burning $100 bills, symbolizing wasted money. This image visually represents the costly consequences of 'product buying' in sales training without proper discovery—resulting in wasted revenue, lost time, and ineffective outcomes.

Why Product Buying Sales Training is Costing You Millions

If 2024 has taught me anything, it’s that product buying is killing sales organizations from the inside out – especially when it comes to sales training and enablement. Product means investing in solutions...

A beagle eagerly eyes a large bone dangling above, symbolizing buyers’ anticipation for a discovery call that addresses their specific needs. Like the dog’s focused attention on the bone, buyers want salespeople to concentrate on their problems, desired outcomes, and relevant product details, avoiding distractions with unrelated information.

Buyer’s Priorities in Discovery Calls

Effective discovery calls should focus on the buyer, their problems, and their desired outcomes. However, there’s a disconnect between what buyers want and what they’re getting from salespeople in these early...

A woman stares wide-eyed at her laptop, leaning in with a look of shock and surprise, as if experiencing "sticker shock" over a high price. This image symbolizes the reaction customers have when they encounter a premium price without understanding the value behind it, illustrating the blog's theme of how failing to communicate value can lead to lost sales due to price differences.

Why You’re Losing Sales on Price

Tesla’s Model Y costs about $20,000 more than comparable electric SUVs, yet they delivered over 1.2 million units in 2023. Competitors have slashed prices and offered incentives while Tesla maintains the...

A promotional graphic for an interview titled 'Mavens of Modern Sales' featuring Elizabeth Andrew. The image shows Elizabeth smiling and seated, wearing a light-colored blouse, on the left side, while the right side features the interview title in bold white text on a black and red background with the word 'INTERVIEW' highlighted below.

Mavens of Modern Sales – Elizabeth Andrew

A young woman with closed eyes and clasped hands appears deep in thought, standing next to a large lightbulb illustration. The lightbulb is filled with colorful symbols, including skyscrapers, gears, a brain, money, and charts, representing creativity, business, and innovation. The background is a neutral textured wall, emphasizing the vibrant design.

Sales Needs Creatives, Not More Templates

Scroll through LinkedIn, every post and comment sounds almost identical. Imagine being on the receiving end of messages like that, hundreds of them, each one varying slightly from the same template, each one...

This is a black-and-white cartoon illustration of a man with glasses, leaning forward in surprise as he looks at a laptop on a table. His eyes are wide, and his body language, including his hunched posture and raised eyebrows, suggests that he is shocked by something on the screen.

The Cold Outreach Your Buyers Want

It’s pretty simple, most buyers just won’t respond to cold outreach. But why? In ASG’s recent comprehensive buyer survey, buyer’s were pretty clear: they will respond, but only if the approach focuses on them...

A silhouette of a person running uphill against the backdrop of a vibrant, golden sunset. The sky is illuminated in warm tones, with clouds softly streaked across, creating a peaceful yet energetic atmosphere. The scene suggests endurance.

Rejection and the DNA of Salespeople

I recently revisited an episode of RadioLab called “Cut and Run.” For those unfamiliar, RabioLab is known for exploring the boundaries between science, philosophy, and human experience. This particular episode...

Interview graphic featuring Lindsey Boggs for 'Mavens of Modern Sales.' The image shows a smiling Lindsey Boggs on the left in a circular frame, wearing a floral top, with the text 'Mavens of Modern Sales' and 'Lindsey Boggs' in bold white letters on a black and red background to the right. A banner at the bottom left says 'Interview.'

Mavens of Modern Sales – Lindsey Boggs

The image depicts a stylized figure in business attire, holding a briefcase and leaping across large keyboard-like blocks, each displaying the letter "Y." The figure appears to be symbolically navigating a series of "Yes" responses, suggesting a theme of persistence or success in business deals or decision-making. The overall tone is motivational and forward-moving.

Using the Next Yes to Close More Deals

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting and every executive conversation at the end of the quarter. Knowing if a deal is going to close is...

In this image, a man in a suit, wearing glasses, appears to be tired or bored, leaning on his hand while sitting at a desk. He is slumped over a laptop, with a coffee cup placed beside him, conveying a sense of exhaustion or lack of engagement. The neutral background and the man's posture emphasize a workplace setting.

The Sales Demo Buyers Want

Salespeople have long operated under a set of assumptions about what buyers want and need during the sales process. A Sales Growth Company decided to test those assumptions. We conducted a survey of over 1,200...

This image shows a simple, minimalistic illustration of a figure sitting at a table with their head resting on one hand, looking bored or disinterested. In front of the figure, there is a phone ringing, suggesting ignoring a call.

Signs Your Prospect Isn’t Interested

Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to...

Interview graphic featuring Eric Steele, a well-groomed man in a suit, against a gray background. The text reads 'Mavens of Modern Sales' with Eric Steele's name underneath, along with the word 'Interview' in a bold box at the bottom left. The design incorporates red and black accents with a brushstroke effect.

Mavens of Modern Sales – Eric Steele

The image shows stylized illustrations of business professionals standing in plant pots, symbolizing growth, with some reading documents or working on laptops. Above them, a large hand holds a watering can, pouring water over the plants, representing nurturing or growth in a professional or business context. The plants beneath the individuals grow at different heights, symbolizing varied stages of development or progress. This concept visually represents business growth, employee development, or coaching.

The Difference Between Performance Reviews and Sales Coaching

Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; “Yes, we do them once or twice a year.” I then ask, are...

a broken light bulb lying beside a staircase-like arrangement of wooden blocks, symbolizing the concept of failure or obstacles in progression. The shattered bulb suggests a disruption in innovation or ideas, while the blocks represent structured growth or steps toward a goal.

Why Half of All B2B Purchases Fail

Half of all B2B purchases fail to solve the intended business problem. This widespread issue stems from a critical gap – buyers often don’t fully grasp the problem they’re trying to address, leading them to...

11 Things Great Sales Leaders Don’t Do

This is a follow up to the 11 Things Great Salespeople Don’t Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go...

The image shows a promotional graphic for an interview featuring Alicia Rasta. On the left, there is a photo of a woman with dark hair, glasses, and a light-colored jacket, smiling in front of a brick wall. On the right side, bold white text reads "Mavens of Modern Sales" with the name "Alicia Rasta" underneath. A red and gray background with a brushed effect frames the text, and the word "Interview" is displayed in the bottom left corner.

Mavens of Modern Sales – Alicia Rasta

A conceptual image showing a lone figure standing at the center of multiple diverging roads extending into the horizon, surrounded by grassy fields. The roads are marked with white dashed lines, illustrating choices or directions one might take.

1 Reason Deals End in No Decision

I rarely make purchases on behalf of the company. I have the opportunity to make plenty of them but it rarely happens. Why? Firstly, because I’m afraid. It’s not my money that I’m spending but I am entirely...

A laptop on a wooden desk displaying the word 'DISCOUNT' with a shopping cart icon on the screen. The desk has a mouse, a pair of glasses, and notebooks in the background, suggesting a workspace environment.

Should I Discount My Product?

So you’re thinking about offering a discount. Maybe sales are slow or you think a big client might balk at the pricing structure. Whatever the reason, you’re here because you’re considering taking a chunk out...

14 Ways CRMs Are Used Wrong

Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it. Learning to Use Tools Correctly Have you ever seen a little kid use a hammer for...

a magnifying glass placed on a dark surface, with two white chalk arrows drawn underneath. The arrows intersect under the magnifying glass and then branch off, one pointing upwards and to the right, symbolizing growth or progress.

The Secret to Killing Sales Quota

Quota, quota, quota. Ever feel like that’s the first thing you think about when you wake up and the last thing on your mind before bed? It’s a big one. What’s the secret to killing sales quota? It’s not more...

A person wearing a cape stands triumphantly on the peak of a mountain, silhouetted against a vibrant sunrise or sunset, symbolizing strength and achievement.

A Sales Manager’s Role is the Most Important Role in a Company

Your sales managers are the most important pieces of your sales organization. Not your reps, not your “visionary” VP, it’s the sales managers. Don’t believe me? Who is in the trenches day in and day out? Who...

Close-up image of a blue pawn on a network diagram, symbolizing a central figure in a network of connections. Smaller pawns, both red and blue, are scattered across the diagram, representing different nodes or people in the network.

One CRM Entry Every Opportunity Needs

There’s a whole bunch of stuff that goes into a CRM. Sometimes it’s useful, others it’s as useful as a screen door on a submarine. I don’t care what your CRM currently looks like or what requirements your...

Illustration of a contract frozen inside a block of ice, with a hand using a torch to melt the ice, symbolizing the process of re-engaging or reviving a cold prospect.

The Simplest Way to Re-Engage a Cold Prospect

I feel pretty confident in saying one of the most frustrating parts of a seller’s life is dealing with a cold prospect. You’ve just had a dope call, the prospect is nodding along, seemingly salivating over...

Abstract image of a man's face divided into two halves, one in light tones and the other in dark tones, representing contrasting leadership types.

The Absolute Worst Leadership Type

I’m going to cut straight to the chase. The absolute worst leadership type – the good person who turns into an asshole as soon as they are promoted to a leadership role. Before you come for me, I know, a lot...

This image shows a dog digging intently in the sand on a beach at sunset, with its head fully buried in the sand and tail in the air. The scene could symbolize the relentless pursuit and focus needed to uncover specific, valuable qualities in top-performing sales reps, much like the dog persistently digs to find something hidden beneath the surface.

The Best Sales Qualities to Look For

One of the hardest tasks for revenue leadership is finding the right salespeople. Great sellers are the lifeblood of a successful business and not everyone has that edge. In this post, I want to zero in on the...

Two dominoes held by hands, one with a sad face and the other with a happy face, representing the contrast between good and bad sales training

What Separates Good Sales Training from Bad

Not all sales training is created equal. We’ve all been there, stuck in a half day session that feels like it’s never going to end, your to-do list continues to grow, and you can’t wait to check your email to...

A vintage air mail envelope with tattered edges, symbolizing a deteriorating situation, such as a failing sales deal where the seller is unaware of the client's needs and competitive landscape.

Why Saving a Dying Deal is Almost Impossible (And What to do Instead)

It looks like a client of mine is about to lose a massive deal. A serious sales failure is unfolding and the root of the problem? The seller has no fucking clue what they’re selling. When I say that, I don’t...

A digitally rendered image of a smiling, partially illuminated face emerging from a shadowy background. The expression appears somewhat insincere, aligning with the blog's theme of distrusting overly positive assessments from servers and salespeople who don't acknowledge flaws.

Don’t Ever Trust This Salesperson

When I ask a server what they think about a dish, if they say it’s excellent, I say great and I then ask about another menu item. If they say that one is good too, I then ask about another. If the server...

A row of beige wooden figures with one red figure standing out, symbolizing the importance of qualifying prospects to avoid spending time on unqualified leads.

The 4 Question Qualifying Process That Will Fix Your Pipeline

Let’s talk about the qualifying process. Qualifying prospects is an essential part of a fluid sales process for a couple of reasons. One, we don’t want to spend too much time on unqualified leads or...

A stick-figure character standing at a podium addresses a large audience of stick-figure characters, symbolizing leadership and communication. The context is about the importance of leaders admitting their mistakes and taking accountability

What Leaders Should Do, But Don’t!

With football season coming back, I was reminded of a blunder from the 2005 San Diego Chargers. It’s a story not about football, but about leadership. The Drew Brees Trade For those of you who are not...

Cartoon figure in a suit and tie, carrying a briefcase and walking away, leaving a trail of coins behind. The image represents missed opportunities or financial loss, fitting the context of sales professionals failing to recognize potential deals when prospects say they're not interested in change.

What Your Customer Doesn’t Know That’s Costing You Sales

“No we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard any of these from potential clients? They’re words that stop most sales professionals...

Interview banner featuring Kevin McIntyre with the text 'Mavens of Modern Sales' and 'Kevin McIntyre'. The background is a dark, grungy texture with red accents, and Kevin McIntyre is pictured smiling in a suit and glasses.

Mavens of Modern Sales – Kevin McIntyre

Image of a hammer and three bent nails, illustrating mistakes and errors in execution. The image metaphorically represents common sales errors

4 Sales Mistakes That Drive Buyers Crazy

As a sales leader with decades of experience, I’ve developed a sharp eye for sales tactics – both good and bad. All these years, make me a real tough sell for any seller. Whether it’s a high schooler...

A 3D figure carrying a box labeled 'Enablement' towards a dumpster, symbolizing the perceived negative value of sales enablement efforts in some organizations.

25% of Leaders Doubt Enablement: How to Prove Your Worth

Enablement, sit up and take notice. Replicate Labs just released a new study, and the findings should raise some serious red flags for how your teaching efforts are being perceived. In their study, Replicate...

A set of white puzzle pieces arranged in a staircase pattern, ascending from left to right, with an arrow drawn above them on a chalkboard, symbolizing growth and progress.

12 Step Program for Business

Change management psychology is as relevant as ever in business conversations. Countless theories exist about the best approach. However, there’s an old saying – “If it ain’t broke, don’t fix it.” Let’s take a...

When Companies Fail Their Sales Team

A couple months ago we talked about how salespeople can be their own worst enemy. However, very little in life is black and white. Today, we’re going to talk about how companies can be the root cause of their...

A woman angrily points her finger while a man covers his ears with his fingers, depicting a lack of coachability and the challenges in coaching uncoachable team members.

Coaching Sellers: What We’re Not Talking About

Coaching, especially in sales, is a cornerstone of effective leadership. I’ve long believed that coaching is an indispensable tool for driving success. Whether you’re leading a sales organization or managing...

Illustration of a contract and pen on opposite sides of a large chasm, symbolizing the gap between a prospect's verbal agreement and the actual closing of a deal.

The Prospect Said Yes, Why It Doesn’t Mean Sh*t

I’m sitting in a pipeline meeting and ask the rep if the deal will close. He confidently replies, “Yes!” “Great,” I say, “How do you know?” The rep responds, “The prospect told me. She said they’re going with...

Illustration of a sad hamster running in a wheel, symbolizing the futility of hustle without direction.

We’re Hustling Wrong

Have you ever just watched a hamster on a wheel? Little dude’s hustling, no doubt. He’s working hard, putting in the effort, but, despite all that where is he heading? Absolutely nowhere. This is one of the...

A woman in an office setting focuses intently on an abacus, symbolizing the importance of understanding and leveraging sales data.

Why Don’t Salespeople Know Their Numbers?

Salespeople are not leveraging their sales data. Don’t believe me? Off the top of your head, can you tell me your close rate for the last quarter? What about your average deal size over the past 6 months? Do...

Black and white image of a hand giving a thumbs-down gesture with the text '47.6% of Buyers Purchase the Wrong Product or Service,' illustrating the inefficiencies and high failure rate in purchasing decisions despite thorough evaluations.

A Sales Growth Company Survey Finds 47.6% of Buyer’s Purchase the Wrong Product or Service

In spite of, or because of, large buying committees, access to information, and strong referrals, buyers are still struggling to make the right choice in their buying decisions. In today’s hyper...

A colorful illustration of a large, angry-looking green fish chasing a small, scared orange fish underwater. This image represents the idea of being a big fish in a small pond, contrasted with the concept of being a small fish in a big pond, highlighting the importance of seeking out challenging environments for growth

Why I Love Being The Little Fish in a Big Pond

Getting better at something is hard. Really, really, freaking hard. You can’t do it playing on the surface. You can’t do it without digging deep, challenging yourself, and letting others push you. A couple...

A blue piece of paper is torn to reveal the words "WHAT DO YOU WANT?" in black, bold typeface

Never Ask a Buyer What They Want

As a buyer, have you been in a sales call where a seller keeps asking you what you want but you realize you’re not totally sure? I found myself in this situation way back when I decided to release the audio...

A group of hands raised against a blurred blue background, symbolizing active participation and readiness. This image relates to the blog's emphasis on the importance of proactive pipeline management and the necessity for sales managers to dig deeper and push for clear, evidence-based updates from their teams to ensure effective deal progression

Questions Every Manager Should Ask in Pipeline Review

How many pipeline meetings have you been a part of and heard things like “deal is looking good, waiting for feedback from the demo”, “I think we’ll close soon, they seem interested”? Far too many sales...

A young boy stands in a field, holding a string attached to a red balloon that floats against a backdrop of dense green trees and a clear blue sky. The image evokes a sense of simplicity and perspective, aligning with the blog's message on recognizing when a business deal isn't worth pursuing despite initial efforts and investments

When a Deal Isn’t Worth it

When you’re in the business of providing services, the mutual respect between provider and client is everything. At A Sales Growth Company we pride ourselves on being flexible, innovative, nimble, and decisive...

An illustration of interconnected gears, with one gear prominently highlighted in blue, symbolizing the integration of skills, opportunity, and forecast management in a sales enablement framework.

Building a Results-Driven Sales Enablement Framework

Sales enablement professionals, we see you, we hear you. You’ve been investing resources into training and developing salespeople. Despite your efforts, leadership is demanding evidence that your work is...

Mavens of Modern Sales – Paul Butterfield

7 Must-Have Sales Traits to Avoid Layoffs

Today’s economic climate is a Darwinian perfect storm designed to rid markets of bad companies, under performing assets and average salespeople. The Chopping Block Today’s market is going to mercilessly...

Illustration of numerous grey fish swimming in a uniform direction with a single golden fish swimming in the opposite direction. The image symbolizes individuality and non-conformity, reflecting the concept of daring to be different in a world that often encourages uniformity.

We Need More You

How many times have you sat in a meeting agreeing with everything everyone else was saying regardless of whether you agreed with what was being said or not? How many times have you gotten dressed, looked in...

Cartoon illustration of a man with a slimy green substance dripping down his face and suit, giving an expression of discomfort and unease. The image metaphorically represents the slimy and manipulative stereotype often associated with salespeople.

Sales Got You Feeling Slimy? This is why.

Has someone asked you recently what you do and then when you tell them you’re a salesperson they give you an odd look? That bad taste of salespeople still plagues our world. The stereotypical...

Close-up of a curious squirrel on a red sandy ground, looking directly at the camera with its mouth slightly open. This image symbolizes alertness and the unexpected, reflecting the theme of disrupting predictable patterns in cold emails to capture attention and provoke engagement.

A Guide to Cold Email

In 2023, only 28% of sales professionals expected to hit quota. 62% of sales teams say their sales process needs work. LinkedIn “sales gurus” keep telling us that outbound is dead, cold email is dead, BDRs...

Illustration of multiple arrows in different directions (blue, red, and yellow) and a glowing light bulb on a dark background, symbolizing the concept of buyer input data

Buyer Input Data and Why It’s So Important to Winning Deals

Illustration of a smiling stick figure salesperson in a suit, prominently standing in the foreground with a briefcase, representing an individual's unique identity within a professional setting. In the background, diverse group of people in business attire are depicted in various office scenarios, symbolizing different roles within the workplace. The setting conveys a sense of individuality amidst a corporate environment.

Standing out as a Salesperson

Beyond the Job Title Yes, I know. You’re a sales guy or gal. But who are you? When you attach your name to a salesperson or sales leader, or accountant, or teacher, or plumber or whatever, how does that...

A monochromatic illustration showing a fish jumping from a small, water-splashed fishbowl to a larger empty fishbowl, symbolizing how to scale a sales team.

How to Scale A Sales Team

One of the members of this community asked me if I’d do a post on scaling sales teams. I thought his question was a good one. Would love to see you write a post on your thoughts on scaling a sales team that...

Mavens of Modern Sales: Jerry Pharr

Welcome to our new interview series, Mavens of Modern Sales, where we go behind the scenes with top sales executives to get their insights on leadership, strategy, industry trends, and more. In the inaugural...

A person's hand selecting a single game piece from a line of identical pieces, symbolizing the importance of proactive leadership in sales management. This image illustrates the concept of choosing the right strategy and personnel, much like a sales manager must select the best course of action and team members to avoid reactive management and ensure success.

4 Keys to Proactive Sales Management

I see this far too often. Sales management and sales leaders reactively manage their people. They reactively manage because they to manage to results. Results are a trailing indicator in sales. If you...

Stick figures with enthusiastic expressions gathered around a rising trend line on a chart, representing the concept of successful sales forecasting. One figure stands on a ladder pointing to the high point on the graph, symbolizing the aim for accuracy in sales projections.

Improving Sales Forecast Accuracy With Buyer Input Data

Sales forecasts suck. They’re constantly inaccurate and consistently a thorn in the side of every sales leader. Despite investments in the latest CRM add-ons, forecast tools, and “new and improved processes”...

Man in business attire scratching his head, standing in front of a wall filled with complex charts, equations, and business diagrams, symbolizing the analytical challenges of aligning sales enablement strategies

Proving Sales Enablement’s Impact

Sales enablement, this is for you. Tired of feeling the constant pressure to prove your worth? Find yourself lying awake, wondering if your efforts and investments are moving the needle? Have you been...

Back view of a person in a striped shirt looking at a wall covered with various planning and strategy documents, diagrams, and photos, symbolizing the implementation and management of a coaching cadence for sales leaders. This illustrates the structured coaching cadence approach to leading a sales team through a rhythm of pipeline reviews, coaching sessions, performance assessments, and team dynamics evaluations, as discussed in the blog.

5 Key Elements of a Coaching Cadence

Having a consistent coaching cadence for leading and engaging with your sales team is one of, if not, the most important piece of your day to day as a sales leader. A cadence is simply a rhythmic pattern or...

A granite gravestone in a peaceful, grassy cemetery with the inscription 'IN LOVING MEMORY BANT 1950-2024'. In the background, there are other grave markers and a variety of trees, with a soft focus that emphasizes the stone in the foreground

BANT, 1950ish – January 1, 2024

The sales community bid farewell to BANT, which peacefully passed away after decades of ‘guiding’ sales professionals. Born in the golden era of traditional selling, BANT was 72(ish). BANT’s journey began in...

Group of professionals in business attire expressing frustration and stress outdoors, with one man offering a bottle of beer to a colleague. This image is used as a cover image for 6 Signs of a Bad Sales Manager

6 Signs of a Bad Sales Manager

Nearly every salesperson has a horror story about a toxic, incompetent, or downright awful sales manager. These negative experiences often stem from specific managerial behaviors that can serve as clear...

Digital artwork of two humanoid robots with intricate mechanical details engaged in a boxing match, symbolizing an AI versus AI interaction. The blue-toned robot with a light on its forehead squares off against a copper-toned counterpart, with an email-at-symbol backdrop, representing the digital battle over email inboxes as described in the article 'The Impending Digital Battle Over Your Inbox.

The Impending Digital Battle Over Your Inbox

It was only a matter of time before AI took over both sides of the cold email equation. With all the recently launched sales outreach platforms that promised to revolutionize personalized cold emails at scale,...

What’s an Ideal Customer Profile – How to develop an ICP

Now more than ever, with tight spending layoffs, and increasingly difficult sales processes, it’s vital for businesses to have a deep understanding of their target audience. Developing an Ideal Customer...

A jubilant group of office workers celebrates amidst a shower of colorful confetti, with raised trophies and glasses. The scene captures the humorous contrast of a grand celebration for the satirical achievement of a 50% CRM data input rate, reflecting a mix of genuine enthusiasm and light-hearted self-mockery over a modest milestone.

Half Full or Half Empty? Company Cheers to 50% CRM Data Entry

DENVER, CO – As the year drew to a close, many orgs had something to celebrate. One such celebration was for what may consider a “historically mediocre” milestone: achieving a 50% CRM data input rate by its’...

Comparison: MEDD(P)ICC and Gap Selling

Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes to the MEDDIC sales methodology. You schedule a call, and during the call, the sellers...

An illustrative banner with bold text asking 'What are NPS Scores & How do I calculate them?' with a pie chart icon, a dollar sign, and a symbolic customer satisfaction gauge on a textured grey background. This image is used to introduce the concept of Net Promoter Scores (NPS) and provides a visual prompt for readers to learn about what NPS is, its importance, and the basics of calculating it.

What are NPS Scores and How do I calculate it?

I’m guessing if you’ve stumbled here, you’ve had the same question I’ve had – what the heck is an NPS score? You’re clearly not alone. This is hopefully the quick and dirty guide to what they are, why they’re...

Excited young woman in a yellow sweater looking at her smartphone with musical notes flowing from the screen, symbolizing the joy of receiving a personalized song as a novel sales engagement tactic, as described in a satirical blog post about unique client outreach methods.

Selling on a High Note: A Melodic Twist in Cold Email

In an odd twist to the ever-evolving “next best thing” in cold email, some forward-thinking sales orgs are introducing a melodic approach to client engagement: personalized songs. This new initiative, which...

Enigmatic ancient tree in the heart of a sunlit forest, symbolizing the growth and potential of nurturing leadership, echoing the theme of the blog on redefining success by prioritizing talent development.

How Sales Leadership Should be Measured

In 2016, during a presentation at DreamForce about coaching, Keenan said something that struck a chord with the leadership in attendance: “Nobody brags about developing somebody.” This observation...

A jubilant man dressed in a business suit with a tie is breaking through a red finish line tape, arms raised in victory as the top seller, with a focused group of businesswomen running behind him. This image humorously represents Dave Reynolds' achievement as the Top Seller for the third year in a row, as described in the satirical blog post set in the competitive sales environment

Manager is Top Seller….Again

DENVER, CO – Amongst the rhythmic hums of phones and constant clack of keywords, it’s just another day for Dave Reynolds. He’s grabbing a coffee in between sales calls when we caught up with him. He sits back...

A man in casual work attire is precariously sawing off a large branch from a tree, the very branch he's sitting on, symbolizing a 'sales demo' mistake. The background reveals a hazy industrial skyline, contrasting with the tree's lush foliage, emphasizing the short-sighted actions that can undermine long-term goals, reflective of the pitfalls in customer engagement and sales promises

Avoiding a Common Sales Demo Mistake

We’ve all been there. You’re looking for a new software to streamline a nagging process. You reach out to the industry leaders, expecting high end service, only to find delays, unfulfilled promises, and...

An animated image depicting a man in a frantic sprint, with a look of shock on his face, as he is being chased by a determined hippo across a stone path in a savanna-like environment. The golden hues of a sunrise or sunset illuminate the scene, casting long shadows on the ground. In the background, calm hippos are seen in the water, contrasting with the intense chase in the foreground. This humorous and exaggerated situation captures the essence of the unexpected turn of events that sellers likened to the silence of a prospect, only to discover his real-life adventurous escape from a hippo, highlighting the need to understand the customer's situation.

Gone Without a Trace: The Prospect, The Emails, and The Unexpected Reason

They say even a broken clock is right twice a day, but this scenario was beyond our wildest expectations. For years, sellers have deployed humor as a tool to rekindle conversations that had flatlined. Familiar...

Two businessmen engaging, one with arms crossed, the other extending a handshake, representing the challenge of an uncoachable employee resistant to teamwork and feedback as described in a blog on the importance of coachability in the workplace

Dealing With Uncoachable Employees

I’m going to cut to the chase, if you’re not coachable, you are a liability. Leaders, do yourselves a favor and remove the uncoachable folks from your team. Coachability is one of, if not the most important...

A man in a business suit gestures towards a chalkboard displaying a crossed-out sales funnel diagram, which highlights leads, prospects, and customers. This image satirically represents a shift from the traditional sales funnel to a new model that prioritizes a continuous flow of opportunities, as discussed in the blog post about the innovative 'Sales Rectangle' strategy

Researchers Introduce New Model to Replace the Sales Funnel

DENVER, CO – A paradigm shift is shaking the foundations of traditional sales methodologies as the Sales Funnel faces a potential overthrow from its long-standing throne. Sales leaders are steering away...

A determined businessman in a suit is seen carrying a magnifying glass and a briefcase, symbolically hunting for the elusive 'silver bullet selling tool'. He is focused on a large, shining silver bullet in front of him, representing the quest for a simple, one-stop solution to sales challenges. The backdrop is a high-tech digital landscape, illuminating the path to this metaphorical pursuit, with glowing lines and lights emphasizing the high stakes and dynamic nature of the sales industry

The Dangerous Illusion of a Silver Bullet Selling Tool

There’s a mindset that slowly crept it’s way into our day to day sales operations. It’s that buddy who asks to stay on your couch and you let him and then 6 months later he’s still there and you can’t get him...

An iPad with a tipping interface displaying options of 15%, 20%, 25%, and a custom amount hangs from the neck of sales managers, symbolizing the emerging trend among sales professionals to accept tips for coaching services, as discussed in the satirical blog post on innovative practices in the sales industry.

Charging for Change: Sales Managers Demand Tips for Training

In a surprising move, sales managers across the country have begun to embrace a practice typically reserved for servers, drivers, and street performers – accepting tips for their coaching services. Inspired by...

A hand holds a magnifying glass over the phrase 'DEFINE EVERYTHING' amidst a backdrop of technical drawings and symbols, relating to the critical importance of defining every aspect in a sales discovery process. The concept highlights the necessity of avoiding superficial information and seeking deeper understanding in the sales journey.

Sales Discovery: The 1 Mistake You’re All Making

A sales discovery call is a pivotal, make or break moment in a sales journey. Sellers have a storied history of making one giant mistake – failing to define every piece of information given, comprehensively....

Illustrative banner showing a group of three stylized professionals ascending a steep mountain peak together, one leading with a flag in hand symbolizing leadership. The sun beams brightly in the background, casting a glow over the clouds surrounding the mountain, denoting the aspirational and challenging journey of leadership.

Why Leadership is Failing

Leadership is hard. I mean real leadership. Not many people are good at it. I’ve had a number of boss’s in my life, but only a few were actual leaders. I’ve been a boss a number of times and...

The image features a graphic with a textured grey background. At the top, in bold white letters, it reads "WHAT IS CUSTOMER ACQUISITION COST." Below this title, there is a symbol representing a group of people or users, which is above a hand symbol suggesting care or handling, framed by a red banner that asks "& WHY IS IT IMPORTANT?"

Customer Acquisition Cost (CAC): Formula and How to Reduce It

Customer Acquisition Cost or CAC is a key marketing and sales KPI that everyone in the space should know like the back of their hand. It is a comprehensive indicator of the effectiveness of your sales and...

A panoramic image displaying a modern business professional, standing on a rocky outcrop with a laptop in each hand, overlooking a vast, sunlit valley with winding rivers and distant mountains. The scene is meant to represent the new business of selling as the professional is holding the tablets like the ten commandments of the business world.

12 Sales Rules Every Seller Must Follow

If you’re a part of the business of selling and you care about your clients, your personal development, your career, and your company, then I have a message for you. It’s 2024 and we’re still...

An illustration of a business professional with a magnifying glass for a head, symbolizing the analytical approach to asking effective sales questions in client interactions

4 Unspoken Keys to Better Sales Questions

There’s no ifs, ands, or buts about it. Sales questions are make or break when you’re on a call with a potential client. There isn’t an expert, trainer, or resource who will argue this. But,...

A professional's hands typing on a laptop that displays a holographic CRM interface with connected data points and management icons. This image symbolizes the transformative use of CRM software as a dynamic sales tool beyond just management.

Unlocking the Full Potential of the CRM

CRM: More Than Just a Management Tool Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think the CRM just slows you down and that it’s a pain in the ass. You see it as something...

A 3D illustration depicts a figure pushing a large red percentage symbol uphill, against a backdrop of stylized mountains and trees, symbolizing the challenging journey to increase win rates in sales. The symbol's daunting size compared to the figure highlights the struggle organizations face with low win rates due to insufficient buyer input data.

Increasing Win Rates: The Critical Role of Buyer Data

Win rates are one sales metric that may stand alone as the single most important KPI. However, a staggering number of organizations struggle with alarmingly low win rates. Like 15-20%, low. These disappointing...

Silhouette of a runner in the early morning, symbolizing the start of a journey, set against a serene backdrop of distant hills and a clear sky. This image represents the beginning of refining one's sales process, mirroring the blog's narrative of transitioning from a casual walk to a structured sales strategy and routine.

Sales Processes: Finding Your Roadmap

All change is hard, but developing a routine is key. Today we’re taking a book from a personal running journey, stepping up from an aimless routine, and crafting a killer sales process. Ditch the old...

Chalk drawing on a blackboard illustrating the concept of sales coaching. A rocket labeled 'Coaching' is ascending towards a light bulb and a target, symbolizing the launch of ideas and achieving goals in sales coaching.

Mastering Sales Coaching: Keys to Peak Sales Performance

What is Sales Coaching? Sales coaching is the gap between onboarding and, ideally, ongoing sales training. If you’re not regularly training your teams that’s an entirely separate issue and you need to sort...

Hands presenting red question mark gears and blue head-shaped gears, symbolizing the critical thinking process in choosing the best sales training programs.

Sales Training Programs – How to find the Best One

Introduction to Sales Training programs Sales training is a necessity for any high performing business. It equips sales teams with critical skills, knowledge, and confidence, fundamentally changing their...

Graphic illustration explaining 'What is a sales pipeline & how to build one', featuring a figure assembling puzzle pieces, with bold red and black text on a textured gray background, emphasizing the sales pipeline construction process

What is a Sales Pipeline and How to Build One: A Comprehensive Guide

Businessman holding a flaming torch to a stack of RFP documents, symbolizing a radical shift and modernization of the traditional RFP process in procurement.

Rethinking the RFP Process: A New Approach to Procurement

Let’s face it, Requests for Proposals (RFPs) are universally dreaded in the business world and rightfully so. They are bureaucratic tools that create more problems than they solve, complicating the procurement...

How to calculate and improve close rates

Mastering Close Rates: What They Are and How to Improve Them

Close rates are a pivotal metric when you are assessing the effectiveness of your sales teams and strategies. Understanding your close rate allows sales leadership to quickly diagnose key sales issues. ...

Sales leaders adjusting levers and dials on a control panel to boost sales performance.

Accelerating Growth: 4 Key Levers for Sales Performance

It’s not an uncommon scenario in sales: sales performance starts to slip, revenue begins to slide, and the sales leadership starts to get pressure from the rest of the organization. There’s challenges in...

a sales leader thinking about scaling a sales team effectively

Effective Strategies for Scaling a Sales Team in SaaS and Tech

Growing Effectively: Keys to Scaling a Sales Teams Growth can’t be just a goal in SaaS and tech. It can’t be a maybe, it’s a must. Industry giants like TechCrunch and Mashable will confirm this....

Office scene of a sales manager, overwhelmed by the chaotic task of hiring elite salespeople, amidst a flurry of papers and data

Hiring Elite Salespeople: The 1 Skill To Look For

Journey back with me to a time before A Sales Guy became a Sales Growth Company, when we were knee deep in the trenches of sales hiring. Challenges in hiring salespeople Hiring, universally, is fraught...

Two salespeople on an episode of Gap Sell Keenan, discussing where discovery fatigue happens in sales discovery calls

Live Sales Pitch – Gap Sell Keenan #72 – Does ASG Need Gamification?

This week on Gap Sell Keenan, we’re joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as...

Image: A determined salesperson, facing frustration but driven to overcome challenges; the emotions of a sales professional navigating setbacks on the journey to becoming a successful salesperson.

22 Reasons You Are Not a Successful Salesperson

Salespeople fail all the time. Depending on how you look at it, or who you ask, sellers fail more often than not. They fail for 2 reasons, they fail themselves or the company fails them. This is how you’re...

Two salespeople having a chat about why it's crucial to never stop learning in sales. They highlight the shift from old-school sales to a more helpful approach. This image represents the importance of always improving and staying adaptable for success in sales.

Gap Sell Keenan 71: Never Stop Learning

We live in a constantly evolving world. Self development, professional development, and learning is a never-ending journey without a final chapter. The ability to adapt is non-negotiable. Sales has gone...

Four blindfolded sellers symbolizing the challenges in sales. The visual reinforces the importance of shedding blind confidence, gaining insight, and connecting with buyers on a meaningful level in the sales journey.

Blind Confidence in Sales: A Lesson in Problem-Relevant Solutions

The critical link between products and problems Connecting the dots between a product and its relevance to a specific problem is a critical aspect of Gap Selling. Recently, we found ourselves on the...

Two sellers engaged in a discussion, emphasizing the significance of knowing the answer to 'What problems do you solve for your clients?' in strategic sales.

Gap Sell Keenan 70: What Problems Do You Solve?

We’ve done 70 episodes of Gap Sell Keenan and there remains a recurring theme. Sellers still struggle to answer what problems do you solve? This seemingly simple question stumps our guests time and time again....

A visually striking representation of sales enablement, featuring a line of matches being skillfully lit, symbolizing the ignition of strategic and powerful sales practices.

5 Ways to Rethink Sales Enablement in 2024

Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among high level professional, to admit when things aren’t going smoothly. The competitive nature...

Image: A sales call scene where a seller passionately emphasizes the shift from a traditional sales mindset to one focused on curiosity and understanding, highlighting the importance of this transformative change in the sales approach.

Gap Sell Keenan 69: Ditch Your Sales Mindset

Gap Selling is more than a new set of tactics for a seller. It is a profound shift in sales mindset that separates the good from the great. Having read the book, following our newsletters, or watching...

These 5 Discovery Questions Are Killing Your Calls

Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and wasting valuable sales leads from the jump. Stop asking these discovery questions For...

Keenan, author of Gap Selling, passionately explaining the critical significance of comprehending the buyer's problem in the sales process. His engaging presentation emphasizes the role of understanding buyer challenges in effectively closing deals and achieving success.

Gap Sell Keenan 68: But What’s The Problem

You’ve prospected well, you’ve set a meeting, you think it goes well, but the buyer disappears after. What happened? You botched it somewhere. A lot of sellers fail to effectively communicate and...

Siblings united, holding hands in a sunny field. Blog discussing the importance of thorough sales training evaluation.

The Great Sibling Swap – (HR and Sales Leaders Edition): A Lesson in Vetting Sales Training

For those of you who have siblings, follow along (and if you don’t – well, skip this part). Remember when you and your sibling tried to get permission for something cool from your parents? You and...

Keenan engaging with a sales representative in a competitive market, demonstrating why sales reps need to sell solutions and not products

Gap Sell Keenan 67: Selling in Competitive Markets

https://www.youtube.com/watch?v=1YtZHx–ePY&feature=youtu.be Selling in a competitive market can be a grind. Your prospects have been beaten down time and time again by competitors. They’ve likely chosen...

Image depicting a person attempting DIY electrical work, highlighting the importance of effective sales training

5 Signs Your DIY Sales Training Isn’t Cutting It

The success of your business largely hinges on the success and effectiveness of your sales team. An inadequately trained sales team can lead to stagnant growth, plummeting revenue, and missed opportunities....

Keenan and a salesperson engaging in a sales call, discussing how to address critical business problems, leverage sales tools, and refine their sales strategy.

Gap Sell Keenan 66: Stick to the Business Problems

If you are a problem-centric, buyer-centric, customer-centric, solution-centric, pick a fucking buzzword seller then you need to have a clear grasp of the problems you solve. While you may address numerous...

Color image of a brain, symbolizing the intricate workings of sales psychology.

Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive

When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings, and one friend of a friend to call when I got there. I had recently completed a Master’s...

Image of Keenan in a Gap Sell Keenan episode emphasizing the importance of 'Good Selling' by stopping the practice of telling buyers what they're experiencing during a sales call

Gap Sell Keenan 65: Good Selling is Not Telling

There’s a theme developing over the last few episodes of Gap Sell Keenan. There’s a lot of telling and not a lot of asking. What separates a good selling from the average? The really good salesperson has the...

Overcoming Objections: Stop Discounting!

There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge of overcoming objections and price negotiations. ‘Should I drop my price to secure a deal?’...

Keenan in Sales Discovery: 'Get to the Problem Quick' – Emphasizing the Importance of Sales Questions

Gap Sell Keenan 64: Asking the Right Sales Questions

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople have is not asking the right sales questions. They don’t fully understand where they are trying to carry the...

Image of a person with exceptionally attentive large ears, symbolizing the art of active listening in sales. Salespeople are encouraged to emulate this profound listening skill to better understand their prospects and excel in the field.

The Sales Guide to Listening

Sales, you’re not listening. It’s recently become crystal clear to me that a really ugly pattern has managed to sneak it’s way in to most of your sales conversations. Recently is a little misleading....

Image depicting a determined salesman climbing an endless flight of stairs, symbolizing the relentless pursuit of sales success through hard work, dedication, and the sales success formula.

The Sales Success Formula

Success in sales is hard. Sometimes it’s elusive and complicated. Sales people are continuously searching high and low for the secret ingredients, the hidden shortcuts, and the newest sales tips that will...

Keenan and a salesperson engaged in a conversation about active listening and consultative selling as they discuss the principles of Gap Selling.

Gap Sell Keenan 63: Stop Selling and Listen

We can’t say this loud enough, B2B sales is changing. Relentlessly pushing products and hammering prospects with your rehearsed sales pitch is dead. Developing a successful sales approach needs to focus on...

Image depicting the impact of effective sales management: From left to right - A sad face representing underperformance, a neutral face representing moderate performance, and a happy face representing high performance in sales management.

Sales Management Tools: The Behaviors vs. Results Matrix

Managing a team effectively is akin to fine-tuning an engine. Every piece must work effectively and in coordination with each other. One of my all-time favorite management tools? The Behaviors vs. Results...

Quarterly Sales Quota Calculator: Are You Gonna Make It?

Evaluating Your Q4 Sales Pipeline – The Sales Quota Calculator It’s the first week of October and the first week of Q4. Most of us have put Q3 behind us, good or bad and we’re squarely focused on making...

The 8 Best Sales Books [2024]

Whether you’re new in your sales career or in search of fresh content to up your game, picking a solid sales book can be just the thing to get you back on track. Since there are endless options to choose from,...

woman thinking surrounded by sales email messages

How To Write High-Converting Sales Emails

Most of you are probably too young to remember the start of electronic communication. In those days we’d craft a generic sales email and then blast it out to thousands of contacts hoping for a response. Those...

Image: A sales conversation with the text 'disqualifying low-value lead' - Exploring Lead Qualification in Gap Sell Keenan 62

Gap Sell Keenan 62: Lead Qualification

Lead qualification is the process of evaluating and categorizing leads based on their potential to become paying customers. It’s identifying which leads are genuine fits for your product, show interest,...

Person experiencing a VR headset, symbolizing a captivating product demo in action

Why Salespeople’s Product Demo’s Suck and What to Do About it!

Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in the realm of SaaS (Software as a Service). Everyone’s itching to get their mitts on...

What Are You Really Selling?

You’re Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might as well be walking blindfolded through a maze. Selling is not a guessing game, it’s...

Not All Great Salespeople Make Great Sales Leaders

Not all great salespeople are cut out to be great sales leaders. It’s comparing apples and oranges. In this post, I want to unravel the reasons some people who excel at selling don’t necessarily shine when...

Sales Success & The King Midas Effect

How is King Midas Related to Sales Success? What do you touch that turns to gold? An answer to that simple question is the key to your success in sales, business, relationships and . . . shit let’s just say...

Discovery Call Preparation: The Ultimate Guide

Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a reason every guru and influencer hammers on the importance of a discovery. Discovery calls are...

Risk to Reward: A Sales Case Study

How a Calculated Sales Risk Paid Off One of the top selling Tequilas in the world doesn’t allow the word tequila to be used when referring to it’s product. Yes, it’s on the bottle, but that’s pretty much the...

Sales Coaching Strategy: Observe, Describe, Prescribe

This is a common mistake I see in the sales world. So many people are constantly searching for others to handle things for them. I’ve always been a firm believer in the power of sales coaching. When I...

Sales Strategy Lessons From My 14 Year Old Self

The Sales Strategy that Made a Skatepark a Reality This is how my feisty 14 year old self accidentally Gap Sold my town into building a skatepark. Buckle up! Because I’m going to walk you through my...

The Gap In Sales Training

Sales Training or Sales Education? Sales training, we’ve all been through it. In almost every case it’s about teaching us something new. I’m a fan of sales training because I’m a fan of learning. Anytime I or...

Sh*tty Company Culture? Fire The CEO

Building and Sustaining Company Culture: Leadership’s Role A company culture starts at the top. I’ve been in companies with phenomenal cultures where I bled the company red and I’ve worked at companies...

Gross Margin: How to Calculate it and Why Salespeople Need to Know it

A Sales Guide to Gross Margin I talked about the profit and loss statement in an earlier post, but wanted to tackle gross margin today. What is Gross Margin? Gross margin is a part of the P&L statement and...

The Telltale Signs of a Sales Martyr: Unveiling Sales Leaders Resistance to Outside Help

Why Your Martyr Mindset Hinders Your Team’s Growth In the competitive world of sales, many sales leaders often find themselves shouldering numerous responsibilities, striving to boost sales team...

How Government Mandates Shape The Sales Landscape

The Influence of Government Mandates This week, I’m going to talk about government mandates. Mandates are a BIG deal and affect every business in the country. Knowing the mandates that govern your customers...

Stay out of sell mode and embrace a customer centric attitude

Gap Sell Keenan 61: Customer Centric Attitudes, Stay Out of Sell Mode

Put Your Customer First: Embracing a Customer Centric Attitude Customer centricity and problem centricity are the future of sales and marketing. Rather than pushing your products or services, customer centric...

Inventory Turn: What Salespeople Must Know

The Ultimate Sales Guide to Inventory Turn and Inventory Velocity I’m gonna take a break from economic indicators this week. Parts 1 through 4 of this series can be found below: Profit and Loss...

Gap Sell Keenan 60: Don’t Default to a Product Pitch When You Get Stuck!

Avoiding the Pitfalls of the Product Pitch This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product....

Understanding the Consumer Price Index: Sales in a Changing Economy

The Consumer Price Index Sales Guide: Navigating Market Fluctuations I’m kinda enjoying posting on the economic indicators. I’m having fun with this part of the series. I hope you are too. Last week we talked...

Deceptive Sales Tactics: The Lie

Deceptive Sales Tactics Exposed I was a victim of the “lie” sales technique the other day and it pissed me off. I pulled into a gas station to fill up. While I was standing next to my car, a young man about 25...

The Consumer Confidence Index: A Salesperson’s Guide

Consumer Confidence and Sales: How Economic Factors Impact Prospects In this weeks blog, I’m going to cover consumer confidence. I figured I would make this the first of a number of economic indicator posts....

Selling Change: Embracing Customer Discomfort

Selling Change Sales is predicated on change. Anyone disagree with me on this? The whole point of selling or buying is change is required or desired. You want a new car, the company needs new design software,...

Your Customer’s Company Culture: Why it Matters

How Customer Company Culture Can Influence Sales “No companies, vendors, suppliers or anyone wishing to do business with [company] can contact directly or speak to anyone about their products or services, nor...

The Key Requirement To A Sales Qualified Lead

Understanding Sales Qualified Leads What qualifies as an opportunity and how do you identify a sales qualified lead when it comes along? Decision criteria can be all over the place depending on the individual...

Capital Expense Vs. Operating Expense

Impact of Capital Expenses and Operating Expenses Over the last three weeks we talked about the 3 key financial statements; the income statement, the balance sheet and the cashflow statement. Today we’re going...

5 Keys to a Healthy Sales Organization

Nurturing a Healthy Sales Organization for Long-Term Success Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we...

Cash Flow Statements Simplified: A Must-Know For Sales

Harnessing the Sales Power of Cash Flow Statements This week we’re going to talk about cash flow statements. I find cash flow statements to be the most confusing and complicated of the three key financial...

Reduce Churn: Stop Treating Customers Like Deadbeats

Customer-Centric Practices to Reduce Churn – Are you treating your customers like dead beats? Recently, I was working with one of my clients. Their business is a SaaS business. They have recognized that...

Maximizing Sales Performance: The Best Sales Training Programs and Courses

Sales training is essential for any business looking to grow and succeed. It empowers sales teams with the knowledge, skills, and confidence to maximize their performance and reach their targets. In this blog...

Balance Sheets: Exploring their Hidden Sales Secrets

Decoding Balance Sheets for Sales Growth Last week, we went through the Profit and Loss Statement. This week we’re going to tackle the balance sheet. The balance sheet and the profit and loss statement go...

Sales Assumptions – Their Power and Why they Matter

Assumptions in Sales: Risks, Rewards, and Best Practices Too often people make the assumption, that in sales assumptions are bad. That is a bad assumption. Assumptions are great. We need to make assumptions....

The Power of Profit and Loss Statements in Driving Sales Strategies

Exploring the Intersection of Sales and Customer Profit and Loss Statements I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless...

Defining Hard Work: Navigating the Real Hard Work Zone

How do you define hard work? What is Hard Work? Is your definition solely limited to work that is labeled as “hard”? Have you ever considered the intricacies of this idea? I was pondering this...

What Makes You Different?

Unveiling Your Unique Value: What Makes You Different at What You Do? We all wear different hats and bring something different and unique to the table. Whether it’s a salesperson, a teacher, a doctor, a...

Gap Sell Keenan 59 Banner: Process Questions Can Only Take You So Far - Selling to Problems Vs Outcomes

Gap Sell Keenan 59: Problems Vs Outcomes

Why Focusing on Problems vs Outcomes, Drives Sales Success The Dangers of Outcome Selling If you’ve been tuning in to the Gap Sell Keenans for a while, you’ve surely notice how much Keenan loves to ask,...

Gap Selling vs Sandler Sales Training

Who is Responsible for Company Growth?

self growth -standing at a crossroads between doing "it" now or doing nothing

Self Growth Challenge: Moving Beyond ‘I Know’ – ASG

Harnessing the Power of Self Growth: Moving from Knowing to Doing Breaking the ‘I Know Cycle’ Every day I have a conversation with someone who isn’t where they want to be in their life or...

Sales Tools: Why You Must Be Cutting-Edge to Succeed

The Importance of Sales Tools For any professional, their tools are the heart and soul of their craft, allowing them to executer their work with precision. Sales tools are no different, where the right tools...

Sales Reporting 101: A Beginner’s Guide to Essential Metrics and Tracking

Mastering Sales Reporting: Essential Metrics, KPIs, and Reporting Cadence for Business Success The Importance of Sales Reporting in Driving Business Success A good friend of mine once told me that in business,...

Sales Account Strategy Plans: Goals, Strategies, Initiatives, Tactics

Sales Account Strategy: Aligning Your Goals with Your Customer’s Needs The Importance of Strategies in Account Management Strategy and account management provide a clear window in the process of...

Mastering the Sales Cadence: A Guide to Building a Winning Account Strategy

Driving account success with an effective sales cadence. You’ve heard the term sales cadence before. But, do you know how to implement a sales cadence that drives results? Many organizations tend to shy...

9 Painful Actual Stages of the Sales Process

One of the first things that’s taught to new sellers is the stages of the sales process. Many new hires walk through the door and the first question they’re asked is what are the 7 stages of the...

The Value of Trust in Sales Processes

The value of trust in sales processes cannot be underestimated. Relationships are a key factor in the business world. The sales world has been captivated by the notion of how relationships affect sales success...

Can You Pass The Question Test?

Would you like to take a question test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you...

Build a Winning Sales Team: What Soccer Can Teach Us About Sales

So you want to build a winning sales team? Conventional wisdom probably leads you to believe that you need to go find the best salesperson in your industry and steal them from a competitor. But what if I told...

sales strategy plans help sales teams reach their goals

Sales Strategy Plans: 10 Must Have Elements

If the account vision is the compass of account management, then sales strategy plans and account plans are the ship. Sales strategy plans are where the execution happens. It’s the engine to successful account...

Intellectual Curiosity and The Why in Sales

If you’re going to become successful at Gap Selling you need to start asking why. Getting to the why in sales is a crucial skill of a talented Gap Seller. Why? Kids are great at asking why. They...

Account Vision: The Key to Growing Your Accounts

The secret to successful account management lies in developing the account, not just selling to it. At the center of that development is account vision. Unlike hunting and territory management, the...

Trust the Process: 5 Benefits of a Sales Process

Do you track everything and make adjustments constantly? You should be. Personal and professional growth increases exponentially when you have specific goals you’re working towards. To reach those goals...

Account Governance – What it is and Why YOU Need It

We’re going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account governance, as it’s the underlying process to account management. I haven’t...

How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM

Does your CRM feel like more of a hindrance than a help when it comes to selling? It’s a common issue, but the problem likely isn’t the CRM itself. It’s probable that you and your...

Why You Should Never Ask The Buyers the Impact of their Problems – Lessons From Gap Sell Keenan Episode #58

You should never ask the buyers the impact of their problems. Your job as a seller and as a Gap Seller is to find the value or the Gap for your client or prospect. As humans, we naturally want to get to the...

Sales Questions: 4 Factors to Keep in Mind for Killer Discoveries

There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate...

Educate Your Buyer – 3 Benefits of Market Expertise – Lessons From Gap Sell Keenan Episode #57

Personalization, credibility, and value – probably the 3 most common buzzwords in the sales world today. Being a market expert gives you the ability to accomplish all 3. As a sales rep, your success depends on...

Buyer’s Motives: Get Inside Your Buyer’s Head

Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore, to understand selling and to...

Gap Sell Keenan 56 The Dangers of Demo During Discovery

Demo During Discovery: A Dangerous Mistake – Lessons From Gap Sell Keenan Episode #56

Pushing a demo during discovery is dangerous. As sales professionals we get excited about the products we sell. We want to show people how great they are, that’s a natural feeling. But if you push too...

Understanding the Customer’s Business: A Vital Sales Skill

If you’re looking to boost your sales, sell more effectively, and close more deals, the first step is to thoroughly understand your customer’s business. This involves conducting extensive research on their...

The Freedom Box: Unleashing the Full Potential of Your Employees

At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom Box. In short, the Freedom Box is allowing our employees to do their job as they see fit....

How to be a Better Seller: Give a Shit

If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed one crucial aspect of selling – he put his needs and wants before his clients....

Sales Mindset: If you Don’t Want it, You Won’t Succeed

To be a good salesperson, you need to have a great sales mindset. You need to want to be a great salesperson. If you don’t want something you’re unlikely to be good at it. How many times have you heard some...

Sales Success in a Recession: Why Your CRM is the Key to Higher Win Rates

Now that we understand our ICP, Business Problems, and we understand that features are not going to win in a recession it’s time to place the final puzzle piece. We need to draw our attention to the most...

The 3 Sales Environments - Prospect Doesnt Know Problem or Solution

The 3 Sales Environments – Prospect Doesn’t Know They Have A Problem

Part 3 of the 3 sales environments: The prospect doesn’t know they have a problem and don’t know that anything needs to be solved. There are only 3 sales environments. That’s it. All sales,...

Selling in a Recession: Unlocking Hidden Value through Business Problems

The current economic climate has a created a unique set of challenges for businesses and their sales teams. In a recession, cash flow is king. Companies are looking for ways to optimize their operations and...

The 3 Sales Environments – Prospect Knows the Problem but not the Solution

Part 2 of the 3 sales environments: The prospect knows they have a problem but doesn’t know how to solve it. There are only 3 sales environments. That’s it. All sales, regardless of product or...

Selling in a Recession: Shrink Your ICP

Look, selling in a recession is tough. Every salesperson in the world is looking at their quota and trying to figure out how they’re going to hit their numbers when companies are tightening their budgets....

The 3 Sales Environments - Prospect Knows the Problem and the Solution (1)

The 3 Sales Environments – Prospect Knows The Problem and Solution

There are only 3 sales environments. That’s it. All sales, regardless of product or complexity, will fall into one of these three environments. Knowing which environment your selling in is critical. This is a...

Recession Proof: Feature Dumps are Useless

Selling in a recession is hard. Period. Companies are becoming extra cost conscious, they’re evaluating every aspect of their business for things to cull. Becoming recession proof requires you to stop...

How to Sell in a Recession – What You Need to Know

Learning how to sell in a recession is hard. Unfortunately, when it comes to selling during a recession conventional wisdom is failing most salespeople. Much of the advice is hollow and not useful to achieving...

a problem identification chart - the key to increase sales in 2024

How To Increase Sales in 2024

Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a customer or prospect, do you have a good idea what problems they are challenged with BEFORE...

4 Must Have Elements of a Sales Coaching Cadence

Sales coaching is the most valuable element of a sales team. If you don’t buy into this, you can stop reading. This post is about getting the most out of coaching your people, why sales coaching is important,...

Social Selling – How To Use LinkedIn Properly

Last week we talked about why it’s vital to not use LinkedIn as a cold selling platform. A bunch of you didn’t agree and wanted more on the right way to use LinkedIn and social selling to further your sales....

The 3 Key Elements to Effective Sales Coaching

Sales coaching has one purpose and that is to make the salesperson better. It’s that simple. Coaching is about analyzing what a salesperson is doing in order to enhance their skills and improve their...

Salespeople, Stop Making This LinkedIn Mistake

Salespeople, Stop Making This 1 Common LinkedIn Mistake

LinkedIn is a powerful tool to engage with your peers and potential customers. Of all the common LinkedIn mistakes this one can kill your credibility, reputation, and make you seem super needy and desperate....

This image features three people side by side under the title "5 Sales Leadership Styles." The left person is a man with an exaggerated angry expression, pointing his finger, conveying a confrontational style. The middle person is a woman holding a blue folder, with a calm and professional demeanor. The person on the right is a man smiling confidently with his arms crossed, suggesting a friendly and approachable leadership style. The image visually contrasts different leadership approaches in sales.

The 5 Sales Leadership Styles

There is nothing more important than sales leadership when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of their leaders. While...

Discovery Fatigue is Real

I want to talk about something I’ve seen a lot of and I want to set the record straight. Discovery fatigue. The other day I was reading a LinkedIn post where someone was talking about you must...

Sales Culture Needs to Change: Sales Objections – The Costly Sign of Horrible Selling

Let’s talk about sales objections. Part 4 of why the sales culture needs to change. Sales objections are the quintessential sign that you sold it wrong. Let that sink in for a second. If you’re getting...

Gap Selling Lessons From Wolf of Wall Street

Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of Wall Street. It’s cheesy, sleazy, gross, manipulative, pick an adjective. But, there...

Sales Culture Needs to Change: This is a Horrible Discovery Question

Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We’ve become manipulative talking heads. We need to break free....

How To Know When A Deal Is Ready To Close

I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on...

Maximize SaaS Sales Revenue: Prioritize your Customers

Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of acquiring a new customer far out weighs keeping an existing one. This is even more true in the...

Gap Selling Testimonial: How ASG Helped ARMS Reliability Reach Acquisition

Gap Selling Testimonial: Closing a 7 Million Dollar Gap In 12 Months. What can a 38% Increase in Bookings, 50% Increase in Conversions, and closing a 29% Growth Gap do for a company? Acquisition by a Fortune...

Sales Culture Needs to Change: It’s Time To Kill The Pitch

Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being self-absorbed, everything related to the last 50-75 years of shitty sales culture. ...

Coaches Don’t Play

This one is real simple – Coaches don’t play. Coaches coach, players play. Back in 2011, the New England Patriots and New York Jets were scheduled to meet in the playoffs. In the week...

Sales Culture Needs to Change

Listen up we need to change the sales culture. It’s a complete shit show. I had a dude reach out to me the other day and he said something like “I don’t know you but I’ve been following you,...

Problem Finders vs. Solution Creators – The Stain of Resistance

Problem finders are everywhere. Finding a problem is easy. Your car won’t start. Yup, you found a problem. Revenue is down, yup another problem. Your advertising isn’t working, yup you found another...

Enough! You’re Not An Entrepreneur

I’ve gotta get this shit of my chest. You’re not an entrepreneur. I fucking love all the opportunity that is out there today. It has NEVER been a better time to start a business, to go out on your...

How to Give Value in Your Cold Sales Emails

We’ve got work to do. Grab a pen, take notes, and let’s get down to it. Your cold sales emails, cold calls, and outreach suck. Here’s why and here’s how to fix it. This is the...

Overcome Price Objections and Avoid Sales Discounting

Recognize and overcome price objections I want to take a second to talk pricing, price objections, dealing with pushback, and dealing with negotiation on price. Listen, you don’t owe your buyer a price....

Sales Performance Metrics: 6 Killer Individual Sales Stats to Measure Your Sales Reps

Quota attainment is not the end all be all when it comes to measuring sales representative performance. Over analyzing all the data we can collect is also inefficient and useless. We need to find the happy...

How To Be More Buyer-Centric In Your Discoveries

I often get asked by people – how do I get better at understanding my buyers? How do I become more problem-centric? How do I become more buyer-centric? How do I get the information that helps me do...

8 Reasons Great Leaders Let People Fail

Sales leaders – do you let people fail? How comfortable are you letting failure happen? Are you OK letting your sales manager make a mistake? Are you OK letting the sales rep lose a deal? What do you do...

Sales Coachability – Why it’s the Most Important Trait for a Sales Employee

There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say the same thing to my clients, do not hire salespeople who don’t have this skill....

Budget Vs. Affordability - Know The Difference

Affordability Vs. Budget – Know The Difference

There’s a difference between affordability and budget. To be a good salesperson, sales team, or sales leader you must know the difference. af-ford-a-bil-i-ty – noun — the state of being cheap enough that...

Blog Header - Discovery Questions - This 1 Question is Killing You

Discovery Questions: This 1 Question Is Killing Your Credibility

Bad discovery questions can be the difference between gaining your client’s trust or destroying your credibility. This 1 question is destroying your credibility and in turn destroying your...

8 Key Elements to Killer Sales and Marketing Emails that Win

Email is a critical tool in almost every profession today. Sales and marketing emails are one of, if not the most important touchpoint in the business world. 8 Key Elements to Making the Most of Your Email...

How Salespeople Lie In A Way That Let’s Them Believe They Aren’t

Some salespeople lie. They don’t believe they do but they do. Salespeople lie to make a sale. Salespeople lie to get you to buy what they want you to buy. Salespeople lie to promote their agenda, not yours....

How To Be A Great Salesperson – 8 Things To Separate Yourself From Good Salespeople

Good and great salespeople both know their products, they both understand their customers, and they both make their numbers. The difference between good and great salespeople is HOW they do their job. To...

Learn To Sell A Must Have Product: Why Nice To Have Products Are A Myth

You must learn to sell a must have product to be successful. Nice to have products are not sustainable products for any company. They have high churn rates, low urgency, and long sales cycles. Must have...

5 Keys to the Best Sales Training

The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its longevity, the jury is still out, as many organizations wonder does sales training...

The #1 Most Common Sales Mistake

I’m going to share with you why salespeople are losing the deals they’re losing, why the deals get stuck, why they can’t overcome objections, and why they don’t close. I’m going to...

What Your Deal Strategy Must Include

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and...

A Sales Growth Company Acquires Noted Analytics to Enable Guided-Selling, Proactive Sales Management, and Methodology Embedment

Testimonial: Convincing a Customer to Change is Hard – How Ryan Cannady Uses Gap Selling to Make it Easier

Change is hard: how Ryan Cannady increased membership 5X, Convincing a customer to change from a competitor to your product or service is a challenge faced by almost every company at one point or...

Identify and Understand Your Prospect’s Problems to Grow Sales

To be a Problem-Centric™ seller you need to be able to identify and have a deep understanding of the potential prospect’s problems before anything else. Do you know what problems your customers...

Testimonial: Invest in Your Employees > Increase SaaS Values 300%

300% increase in SaaS value, 20% increase in win rates, increasing employee satisfaction – How Cart.com created a winning sales culture. (Hint: Invest in your employees) Sales training does not...

Testimonial: 3 Benefits of Gap Selling: Improve Close Rates, Eliminate Budget Restrictions, Gain Additional Customer Insights

3 Benefits of Gap Selling – 1. Improve close rates 2. Eliminate budget discussions 3. Gain insights into client problems you didn’t know existed. Mark Cope, has been through Gap Selling Training with 2...