Sales burnout has a specific, measured shape. In a 2024 survey of more than 500 B2B sellers and sales leaders, Sales...
Gap Selling Resources Articles
Five Traits That Predict Sales Manager Performance
Most sales manager interviews test for pipeline fluency: team size, quota history, forecasting process, win rate....
The Compounding Sales Org: Building a System That Holds
Quick answer: A compounding sales org is one where the system, not the people, delivers the number. The work is...
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...
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...
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...
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...
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...
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...
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...
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?...
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...