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Gap Selling Resources Articles

The Gap Selling Deal Wheel™

In short: The Gap Selling Deal Wheel™ is A Sales Growth Company's replacement for traditional CRM sales stages. A stage tells you what the seller did and where a deal sits. The Deal Wheel tells you what the buyer actually said. It is a 13-slice wheel, and every slice...
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61% of B2B Buyers Buy What They Didn’t Know They Needed

Sixty-one percent of B2B buyers have purchased a product or service they did not know they needed until a salesperson showed them the problem behind it. The figure comes from a survey of more than 1,200 B2B buyers conducted by A Sales Growth Company, and it argues...
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The Nine Building Blocks of a High-Performing Cold Email

A cold email gets read in the first three seconds or it gets deleted in the first three seconds. What happens inside that window is not luck. It is nine separate decisions a rep makes before hitting send, each one doing a different job: creating intrigue, proving...
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Why Sales Meetings Booked Weeks Out Rarely Happen

A sales meeting booked for the next day gets shown up to roughly 90 percent of the time. The same meeting booked five weeks out gets shown up to roughly 15 percent of the time. Nothing about the buyer's interest necessarily changed between those two numbers. What...
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