Gap Selling Resources Articles

Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in the realm of SaaS (Software as a Service). Everyone's itching to get their mitts on the product before making a commitment. It's reached a point where...

You're Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might as well be walking blindfolded through a maze. Selling is not a guessing game, it’s a precise, strategic art. Pause for a moment and ponder: What are...

Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a reason every guru and influencer hammers on the importance of a discovery. Discovery calls are when you step into the prospect’s shoes, immerse yourself...

Put Your Customer First: Embracing a Customer Centric Attitude https://youtu.be/Sm8Jan-T-wQ Customer centricity and problem centricity are the future of sales and marketing. Rather than pushing your products or services, customer centric businesses are now...