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Gap Selling Resources Articles

Sales Culture Needs to Change: This is a Horrible Discovery Question

Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We've become manipulative talking heads. We need to break free.   I am on a mission, if you haven't seen it already, to change...
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How To Know When A Deal Is Ready To Close

I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close.   Unfortunately, sales people rely on false, weak, unaligned triggers to assess how close a deal...
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Maximize SaaS Sales Revenue: Prioritize your Customers

Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of acquiring a new customer far out weighs keeping an existing one. This is even more true in the SaaS world.   More and more companies are rolling out...
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Sales Culture Needs to Change: It’s Time To Kill The Pitch

Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being self-absorbed, everything related to the last 50-75 years of shitty sales culture.   There’s one thing about the sales culture we’re in that...
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