https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing...
Gap Selling Resources Articles
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...
How to be a Better Seller: Give a Shit
If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed...
How To Increase Sales in 2024
Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a...
Discovery Fatigue is Real
I want to talk about something I've seen a lot of and I want to set the record straight. Discovery fatigue. The...
Sales Culture Needs to Change: Sales Objections – The Costly Sign of Horrible Selling
Let’s talk about sales objections. Part 4 of why the sales culture needs to change. Sales objections are the...
Gap Selling Lessons From Wolf of Wall Street
Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of...
Sales Culture Needs to Change: This is a Horrible Discovery Question
Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the...
How To Know When A Deal Is Ready To Close
I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do...
Maximize SaaS Sales Revenue: Prioritize your Customers
Maximize SaaS Sales Revenue: Your existing customer base is gold, right? We’ve all heard it before, the cost of...
Sales Culture Needs to Change: It’s Time To Kill The Pitch
Part 2 of Why the Sales Culture today sucks. There’s a whole bunch of reasons – selfishness, sales professionals being...