Best case, worst case, most likely forecasting is one forecast, built on the same rep-confidence inputs, presented...
Gap Selling Resources Articles
The 5 C’s: Sales Forecast Close Rates by Buyer State
An accurate sales forecast requires testing five specific conditions confirmed by the buyer directly: Clarity,...
Sales Enablement Operating System: The PCOS Framework
Sales-training spend maps cleanly across two axes: how rigorously an organization diagnoses the buyer's problem, and...
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...
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...