For years, companies have poured billions of dollars into sales enablement. Training. Content. Playbooks. Coaching...
Gap Selling Resources Articles
Sales Enablement vs Revenue Operations: Same System
Sales enablement and revenue operations function as one system: the rep-development data enablement generates and the...
How to Run a Lost Deal Debrief: Aviation’s Failure Model
A lost-deal debrief works when an organization treats it the way aviation treats a flight incident: mandatory,...
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...
How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM
Does your CRM feel like more of a hindrance than a help when it comes to selling? It's a common issue, but the problem...
Why You Should Never Ask The Buyers the Impact of their Problems – Lessons From Gap Sell Keenan Episode #58
You should never ask the buyers the impact of their problems. Your job as a seller and as a Gap Seller is to find the...
Educate Your Buyer – 3 Benefits of Market Expertise – Lessons From Gap Sell Keenan Episode #57
Personalization, credibility, and value – probably the 3 most common buzzwords in the sales world today. Being a...
Demo During Discovery: A Dangerous Mistake – Lessons From Gap Sell Keenan Episode #56
Pushing a demo during discovery is dangerous. As sales professionals we get excited about the products we sell. We...
The Freedom Box: Unleashing the Full Potential of Your Employees
At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom...
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...