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Gap Selling Resources Articles

The Sales Processes Hurting Your Close Rate

Eighty-six percent of B2B sales fall apart before they close. Only 10% of sellers put the buyer first. That’s not a coincidence. Most sellers still lead with what they want to say, rather than what the buyer is trying to solve. Buyers see it, and they walk. There’s a...
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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 surveyed 6,000 participants that included sales...
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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” sales leaders always seem to find themselves struggling to...
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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 asks you a series of questions: What is the economic impact of...
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