Gap Prospecting
Coming This Fall
People We Work With:
Why Gap Prospecting Matters
Top-of-funnel is broken.
Connect rates that used to be 70% are now under 4%. Email reply rates hover at 1–5%. SDRs are told to make more dials, send more sequences, and crank out more activity—but the pipeline isn’t there. Buyers dodge calls, delete emails, and roll their eyes at the same tired outreach.
The result?
Fewer meetings booked (and too many no-shows).
Rising CAC with diminishing returns.
Frustrated SDR teams burning out on activity that doesn’t convert.
Enablement leaders stuck training teams on tactics that no longer work.
Outbound hasn’t stopped being necessary. It’s just stopped working the way it’s done today.
Gap Prospecting is how we fix it.
What Is Gap Prospecting?
It applies the principles of Gap Selling—focusing on buyer problems, root causes, and impacts—to the very first touch. Instead of pushing a product, reps spark curiosity, lower defenses, and earn engagement by exposing problems buyers didn’t even know they had.
Gap Prospecting is the method. The Problem-Centric Operating System (PC-OS™) is what supports it—ensuring prospecting isn’t a one-off tactic, but part of a repeatable, scalable revenue engine.
In short: Gap Prospecting is how you create demand where none existed.
Why We Wrote the Book
Every CRO, CMO, Enablement leader, and SDR manager we work with faces the same reality:
Activity volume is high, but conversion is low.
Buyers are drowning in noise and automation.
SDRs don’t know how to move past “scripts” into conversations.
Leaders can’t rely on outbound to consistently fuel pipeline.
Root cause? Prospecting is still product-centric and activity-driven. It’s designed around what sellers want to say, not what buyers need to hear.
We wrote Gap Prospecting to give revenue leaders a way out: a method that consistently builds pipeline by anchoring every outreach in buyer problems.
How It’s Different
Gap Prospecting isn’t a playbook of scripts. It’s a proven method built on psychology, buyer data, and problem-centric logic:
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The Two Sales
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Sale #1: Intrigue → Spark curiosity so the buyer stops and gives you attention. On a call, that means they don’t hang up. In email, it means they actually read it. The CTA here is “I’ll listen” or “I’ll read.”
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Sale #2: Interest → Translate that attention into action. The buyer responds to your CTA—accepts the meeting, downloads the resource, or replies. The CTA here is “I’ll act.”
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Problem-Centric by Design
Outreach starts with Buyer Input Data (BID): observable signals, catalysts, and root causes—not guesswork. -
AI That Works
We provide a Gap/Problem-centric AI script that generates relevant, compelling outreach automatically—so SDRs never waste hours templating spam. -
Metrics That Matter
Gap Prospecting is engineered to:-
Increase appointments set
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Reduce no-shows
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Improve connect-to-meeting conversion
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Shorten SDR ramp time
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Create a healthier, more reliable pipeline
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Who It’s For
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CROs — who need pipeline they can actually trust.
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Sales Development Leaders — who are sick of low connect rates, no-shows, and wasted SDR effort.
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Enablement Leaders — who want training tied directly to booked meetings and pipeline impact.
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CMOs & Heads of Marketing — who need outbound aligned with buyer problems, not another product blast.
If you’re accountable for pipeline creation, conversion, or SDR productivity—this method was written for you.
What You’ll Learn
Gap Prospecting equips your team to:
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Shift from activity metrics to problem-centric outcomes.
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Build intrigue + interest into every cold call, voicemail, and email.
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Map buyer problems, impacts, and root causes into targeted messaging.
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Use AI the right way—to scale relevance, not spam.
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Sequence and follow up with messages that stay fresh, not repetitive.
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Create more appointments, with higher show rates, and better conversion to opportunities.
Why It Matters
Pipeline is the lifeblood of revenue. When prospecting is broken, everything downstream is broken—CAC spikes, win rates fall, and forecasts collapse.
Fixing prospecting changes the equation:
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More real opportunities at the top.
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Better conversion in the middle.
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Reliable forecasts at the bottom.
Gap Prospecting is the method that finally makes outbound effective again. The Problem Centric™ OS ensures it scales across your GTM system.
Ready to Rethink Outbound?
Gap Prospecting is the blueprint for a new era of top-of-funnel.