There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge...
Gap Selling Resources Articles
Gap Sell Keenan 63: Stop Selling and Listen
https://www.youtube.com/watch?v=xJcMS6EtIdU We can’t say this loud enough, B2B sales is changing. Relentlessly pushing...
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...
The Skill of Learning
Today, I want to talk to you about is learning. Just to cut to the chase – not enough time is spent on breaking down...
Gap Selling Testimonial: Delivering BIG Results with Gap Selling
I love the success stories I get from people who've read Gap Selling. It's a blast to read when people share their...
Gap Selling vs Sandler Sales Training
All Sales Training Is the Same, Right? You've experienced it. It's the same old tired approaches to the same old sales...
A Note to Sales Leadership- Leading from the Bottom Up
As a person in sales leadership, do you have the guts to lead from the bottom up? Does your sales team feel safe...
Continuing the Gap Selling Journey- My Favorite Non-Sales Book
Continuing Your Gap Selling Journey with Execution In celebration of over 50,000 copies of Gap Selling sold, I wanted...
Gap Selling in Practice: Technical Problems Vs. Business Problems – Don’t Fall Into This Trap
Gap Selling is hard. Like really hard. But when you do it right, it's extremely powerful. I hear all the time...
Can Quiet Sellers Gap Sell?
The phrase quiet sellers may seem like a bit of an oxymoron to any of you who have been in the sales game for a while....
End of Average: Average Value is No Value
As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to...
The 4 Types Of Sales Discovery Questions
The Importance of Effective Sales Discovery Questions Too many salespeople fail at discovery calls, a critical phase...