Deal rescuing is the most common failure pattern in frontline sales management: a manager takes over a rep's stalled...
Gap Selling Resources Articles
ODP Sales Coaching Framework: Deal vs. Skill Coaching
ODP, short for Observe, Describe, Prescribe, is the coaching framework a sales manager runs to convert what they see...
Why Sales Forecasts Are Always Wrong: The Two-Owner Fix
A sales forecast number passes through four or five people before it's final: the rep gives a number, the manager...
End of Average: Average Value is No Value
As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to...
The 4 Types Of Sales Discovery Questions
The Importance of Effective Sales Discovery Questions Too many salespeople fail at discovery calls, a critical phase...
The Difference Between Gap Selling and Solution Selling
How is Gap Selling different than Solution Selling? It's hard to believe that Gap Selling has already been out for a...
Lucidchart and Gap Selling – Boom!
Lucidchart and A Sales Growth Company teamed up to help layout the Gap Selling process and make it easier to leverage...
Problem-Centric Selling vs Product-Centric Selling: It’s Time We Change the Way We Sell
Stop being focused on your product (product-centric) and start focusing on solving your customer's problems...
Problem-Centric Selling – Why No One Gives a Shit About You Or Your Company
https://www.youtube.com/watch?v=WMd3YUVw2c0 You don’t need to be liked to sell. You don’t need to be liked to have...