In 2012, 63% of B2B sales reps hit quota. In 2024, 28% did. Over the same fifteen years, the average company's CRM...
Gap Selling Resources Articles
Sales Enablement Job Description: 15 Years Out of Date
Search "VP of Sales Enablement" on LinkedIn on any given day and pull up three postings from three different B2B...
Sales Training Retention Statistics: Bloom’s 2 Sigma Study
A sales rep sits through a two-day workshop. Gartner's research on training retention found that sellers forget 70% of...
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...
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...