Salespeople are missing a crucial opportunity. Buyers enter the sales process looking for help – guidance in...
How to Sell Articles
Framing Solutions to Win Deals
Winning sales isn’t about being the market leader or offering the lowest price – it’s about how you position your...
Buyer’s Priorities in Discovery Calls
Effective discovery calls should focus on the buyer, their problems, and their desired outcomes. However, there’s a...
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...