https://www.youtube.com/watch?v=GDPCYEoVpLg&feature=youtu.be We’ve done 70 episodes of Gap Sell Keenan and there...
Gap Selling Resources Articles
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...
Gap Sell Keenan 69: Ditch Your Sales Mindset
https://www.youtube.com/watch?v=VNyZ-UPG1NI&feature=youtu.be Gap Selling is more than a new set of tactics...
These 5 Discovery Questions Are Killing Your Calls
Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and...
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,...
Overcoming Objections: Stop Discounting!
There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge...
Gap Sell Keenan 63: Stop Selling and Listen
https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing...
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...
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...
Preparing for a Discovery Call: What You Need to Know
Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a...
Gap Sell Keenan 61: Customer Centric Attitudes, Stay Out of Sell Mode
Put Your Customer First: Embracing a Customer Centric Attitude https://youtu.be/Sm8Jan-T-wQ Customer centricity and...
Gap Sell Keenan 60: Don’t Default to a Product Pitch When You Get Stuck!
Avoiding the Pitfalls of the Product Pitch https://youtu.be/vXeOmBPs7-k This happens all the time on sales calls –...