Reps get training every quarter. They get coaching every week, from a manager whose job is partly defined by making...
Gap Selling Resources Articles
The Cost of the Heroic Quarter-End Close on Win Rates
At the end of every quarter, sales reps close 2.9 times more deals than they do during a typical stretch of the month....
The Peter Principle in Sales: Research on Promoting Top Reps
Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the...
Gap Selling in Practice: Problem-Centric vs. Product-Centric
Cold outreach is hard. But when you utilize problem-centric Gap Selling, things get a lot easier. Welcome to Gap...
Define Everything: How to Execute the Best Sales Discovery
Number 1 Sales Discovery Mistake You don't define everything. That's the number one problem during sales discovery...
The Skill of Learning
Today, I want to talk to you about is learning. Just to cut to the chase – not enough time is spent on breaking down...
Gap Selling Testimonial: Delivering BIG Results with Gap Selling
I love the success stories I get from people who've read Gap Selling. It's a blast to read when people share their...
Gap Selling vs Sandler Sales Training
All Sales Training Is the Same, Right? You've experienced it. It's the same old tired approaches to the same old sales...
A Note to Sales Leadership- Leading from the Bottom Up
As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe...
Continuing the Gap Selling Journey- My Favorite Non-Sales Book
Continuing Your Gap Selling Journey with Execution In celebration of over 50,000 copies of Gap Selling sold, I wanted...
Gap Selling in Practice: Technical Problems Vs. Business Problems – Don’t Fall Into This Trap
Gap Selling is hard. Like really hard. But when you do it right, it's extremely powerful. I hear all the time...
Can Quiet Sellers Gap Sell?
The phrase quiet sellers may seem like a bit of an oxymoron to any of you who have been in the sales game for a while....