Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes...
Gap Selling Resources Articles
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...
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...
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...
Live Sales Pitch – Gap Sell Keenan #72 – Does ASG Need Gamification?
https://youtu.be/Cl4BzByk7H4?si=1fPhkSZTB290sY9Q This week on Gap Sell Keenan, we're joined by a gamification company,...
Gap Sell Keenan 71: Never Stop Learning
https://www.youtube.com/watch?v=imMk_Rod1NY&feature=youtu.be We live in a constantly evolving world. Self...
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...
Gap Sell Keenan 70: What Problems Do You Solve?
https://www.youtube.com/watch?v=GDPCYEoVpLg&feature=youtu.be We’ve done 70 episodes of Gap Sell Keenan and there...
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,...