There's no ifs, ands, or buts about it. Sales questions are make or break when you're on a call with a potential...
How to Sell Articles
Unlocking the Full Potential of the CRM
CRM: More Than Just a Management Tool Yeah, I get it. Most of you think the CRM is a waste of time. Most of you think...
Increasing Win Rates: The Critical Role of Buyer Data
Win rates are one sales metric that may stand alone as the single most important KPI. However, a staggering number of...
Gap Sell Keenan 68: But What’s The Problem
https://www.youtube.com/watch?v=FaGkkmPciVw&feature=youtu.be You’ve prospected well, you’ve set a meeting,...
Gap Sell Keenan 67: Selling in Competitive Markets
https://www.youtube.com/watch?v=1YtZHx--ePY&feature=youtu.be Selling in a competitive market can be a grind. Your...
Gap Sell Keenan 66: Stick to the Business Problems
https://www.youtube.com/watch?v=H6T-0pqnv3Q If you are a problem-centric, buyer-centric, customer-centric,...
Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive
When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings,...
Gap Sell Keenan 65: Good Selling is Not Telling
https://www.youtube.com/watch?v=BL5p-K_us1Q There’s a theme developing over the last few episodes of Gap Sell Keenan....
Overcoming Objections: Stop Discounting!
There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge...
Gap Sell Keenan 64: Asking the Right Sales Questions
https://youtu.be/4aPEmrsS68k If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems...
The Sales Guide to Listening
Sales, you're not listening. It’s recently become crystal clear to me that a really ugly pattern has managed to sneak...
The Sales Success Formula
Success in sales is hard. Sometimes it’s elusive and complicated. Sales people are continuously searching high and low...