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...
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...
Sales Culture Needs to Change
Listen up we need to change the sales culture. It’s a complete shit show. I had a dude reach out to me the...
How To Be More Buyer-Centric In Your Discoveries
I often get asked by people - how do I get better at understanding my buyers? How do I become more problem-centric?...