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Leadership Articles

Gap Selling vs. Challenger Sale: Two Theories of Why Buyers Buy

A rep delivers a Commercial Insight. The buyer lights up. Calls it the best vendor meeting they have had all year. Sends the deck to their team. Three weeks later the deal goes quiet. Nobody escalated it. Nobody built a case for change internally. The rep had no...
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Gap Selling vs. Sandler: Which Sales Methodology Fits Your Team

A sales rep runs the Pain Funnel by the book. Rapport built, up-front contract set, buyer confirms something hurts. The rep checks the box and writes up next steps. Two months later the deal is dead. The buyer's colleagues never escalated it. Nobody moved. That is not...
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Sales Strategy Consulting — What to Look For

Sales strategy consulting produces results when the engagement changes how reps behave on actual deals — not when it produces a polished deck. The most common failure: a consulting firm builds a go-to-market strategy in isolation, presents it, and the team moves on...
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What’s the Best Sales Methodology for B2B?

What's the Best Sales Methodology for B2B? The best B2B sales methodology is the one that changes what reps do during the discovery conversation — not what they do during the pitch. Most methodologies focus on technique: how to handle objections, how to qualify...
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