Gap Selling Resources Articles

https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing products and hammering prospects with your rehearsed sales pitch is dead. Developing a successful sales approach needs to focus on consultative...

Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in the realm of SaaS (Software as a Service). Everyone's itching to get their mitts on the product before making a commitment. It's reached a point where...

You're Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might as well be walking blindfolded through a maze. Selling is not a guessing game, it’s a precise, strategic art. Pause for a moment and ponder: What are...

Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a reason every guru and influencer hammers on the importance of a discovery. Discovery calls are when you step into the prospect’s shoes, immerse yourself...