Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes...
Gap Selling Resources Articles
Avoiding a Common Sales Demo Mistake
We’ve all been there. You’re looking for a new software to streamline a nagging process. You reach out to the industry...
Unlocking the Full Potential of the CRM
CRM: More Than Just a Management Tool Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think...
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...
Discovery Call Preparation: The Ultimate Guide
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...
Account Vision: The Key to Growing Your Accounts
The secret to successful account management lies in developing the account, not just selling to it. At the center of...
Account Governance – What it is and Why YOU Need It
We're going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account...
How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM
Does your CRM feel like more of a hindrance than a help when it comes to selling? It's a common issue, but the problem...