At the end of every quarter, sales reps close 2.9 times more deals than they do during a typical stretch of the month....
Gap Selling Resources Articles
The Peter Principle in Sales: Research on Promoting Top Reps
Sales organizations promote based on one signal almost every time: who is hitting the number. It feels like the...
Deal Rescuing: Why Sales Managers Take Over Stalled Deals
Deal rescuing is the most common failure pattern in frontline sales management: a manager takes over a rep's stalled...
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...
Best MEDDIC Alternatives for B2B Sales Teams
Key Takeaways MEDDIC is a widely adopted sales qualification framework designed to evaluate deal viability and improve...
25% of Leaders Doubt Enablement: How to Prove Your Worth
Enablement, sit up and take notice. Replicate Labs just released a new study, and the findings should raise some...
Improving Sales Forecast Accuracy With Buyer Input Data
Sales forecasts suck. They’re constantly inaccurate and consistently a thorn in the side of every sales leader....
Comparison: MEDD(P)ICC and Gap Selling
Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes...
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...
Increasing Win Rates: The Critical Role of Buyer Data
Win rates are one sales metric that may stand alone as the single most important KPI. However, a staggering number of...
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,...