Win rates are one sales metric that may stand alone as the single most important KPI. However, a staggering number of...
Gap Selling Resources Articles
Live Sales Pitch – Gap Sell Keenan #72 – Does ASG Need Gamification?
https://youtu.be/Cl4BzByk7H4?si=1fPhkSZTB290sY9Q This week on Gap Sell Keenan, we're joined by a gamification company,...
Gap Sell Keenan 71: Never Stop Learning
https://www.youtube.com/watch?v=imMk_Rod1NY&feature=youtu.be We live in a constantly evolving world. Self...
Overcoming Objections: Stop Discounting!
There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge...
Gap Sell Keenan 63: Stop Selling and Listen
https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing...
Why Salespeople’s Product Demo’s Suck and What to Do About it!
Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in...
What Are You Really Selling?
You're Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might...
Preparing for a Discovery Call: What You Need to Know
Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a...
Gap Sell Keenan 61: Customer Centric Attitudes, Stay Out of Sell Mode
Put Your Customer First: Embracing a Customer Centric Attitude https://youtu.be/Sm8Jan-T-wQ Customer centricity and...
Gap Sell Keenan 60: Don’t Default to a Product Pitch When You Get Stuck!
Avoiding the Pitfalls of the Product Pitch https://youtu.be/vXeOmBPs7-k This happens all the time on sales calls –...
Deceptive Sales Tactics: The Lie
Deceptive Sales Tactics Exposed I was a victim of the “lie” sales technique the other day and it pissed me off. I...
Can You Pass The Question Test?
Would you like to take a question test that measures your ability to ask questions and improve your chance to win the...