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Gap Selling Resources Articles

Account Vision: The Key to Growing Your Accounts

The secret to successful account management lies in developing the account, not just selling to it. At the center of that development is account vision.   Unlike hunting and territory management, the success or failure of an account manager is dependent on their...
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Account Governance – What it is and Why YOU Need It

We're going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account governance, as it's the underlying process to account management. I haven’t blogged much on account management. It’s a prominent part of the selling...
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How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM

Does your CRM feel like more of a hindrance than a help when it comes to selling? It's a common issue, but the problem likely isn't the CRM itself. It's probable that you and your organization aren't using it properly. In fact, when used correctly, the CRM is one of...
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Why You Should Never Ask The Buyers the Impact of their Problems – Lessons From Gap Sell Keenan Episode #58

You should never ask the buyers the impact of their problems. Your job as a seller and as a Gap Seller is to find the value or the Gap for your client or prospect. As humans, we naturally want to get to the end result as quick as possible. That's simply just not...
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