Gap Selling Resources Articles

Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a customer or prospect, do you have a good idea what problems they are challenged with BEFORE you call? You should. This knowledge is a crucial part of B2B...

I want to talk about something I've seen a lot of and I want to set the record straight. Discovery fatigue.   The other day I was reading a LinkedIn post where someone was talking about you must combine the demo with the discovery because buyers are tired of...

Let’s talk about sales objections. Part 4 of why the sales culture needs to change.   Sales objections are the quintessential sign that you sold it wrong. Let that sink in for a second. If you’re getting objections you have sold it wrong. It means you got ahead...

Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of Wall Street. It's cheesy, sleazy, gross, manipulative, pick an adjective. But, there is actually some good stuff to learn from this sales call.  ...