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Gap Selling Resources Articles

Simple Lead Qualification Criteria

Everyone wants more leads. But without clear lead qualification criteria, more leads just means more waste (only 39% of sales orgs apply lead criteria). Reps chase deals that won’t close, pipelines get bloated, and nobody’s hitting quota. There are a hundred different...
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How to Handle Price Objections

Ah, the dreaded price objection. What many think is a sign the price is too high is actually a sign the deal was handled wrong. It usually means the rep skipped steps, rushed to pitch, or failed to connect the solution to a real business problem. Price objections are...
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The Sales Processes Hurting Your Close Rate

Eighty-six percent of B2B sales fall apart before they close. Only 10% of sellers put the buyer first. That’s not a coincidence. Most sellers still lead with what they want to say, rather than what the buyer is trying to solve. Buyers see it, and they walk. There’s a...
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Best MEDDIC Alternatives for B2B Sales Teams

Key Takeaways MEDDIC is a widely adopted sales qualification framework designed to evaluate deal viability and improve forecast reliability in complex B2B sales environments. It does not address the buyer’s motivation for change, the underlying business drivers, or...
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