Gap Selling for Small Teams
Get Your Whole
Team Selling
Problem-First.
Everything your team needs to install a shared sales methodology — the foundation, training, and daily reinforcement — in one package for small teams.
The Problem
You're Dealing With Big-Org Problems on a Small-Team Budget.
Your reps are working and the number is not moving. Win rates are down, pipeline is thinner than the forecast suggests, and deals that looked close are going quiet. The programs built to fix this cost more than your entire training budget.
Win Rates Are Down
You are losing deals you expected to win and you cannot identify where they broke down. The pipeline review showed the deal was progressing. Then the close date passed and the buyer went quiet.
Pipeline Coverage Is Thin
Your pipeline coverage is thinner than your forecast pretends it is. What's in the funnel isn't what's going to close.
Cycles Keep Dragging
Deals that should close in 60 days are dragging to 90 or 120, then going dark without a clear explanation.
Deal Size Is Shrinking
Your average deal size is shrinking. Reps are discounting to close or losing the value argument before they even get there.
The Fix Wasn't Priced for You
Every training program designed to fix this was built for a team of 50 with an $80,000 enablement budget. You knew that before you ever got on a call with anyone.
You are running your own deals, managing the team, and trying to get your reps better at the same time — with no dedicated enablement support and no L&D budget. Most programs were not designed for that.
The programs that have traditionally delivered lasting sales behavior change — full methodology installations, enterprise consulting engagements, large-team rollouts — were designed around organizations with dedicated enablement staff, L&D budgets, and enough headcount to justify the investment. If your reps went through one of those programs and were back to old habits within 30 days, that is not a rep problem. It is what happens when a solution designed for large teams gets applied to a situation it was never built for.
What You Get
Three Powerful Gap Selling Tools, One Complete Revenue System
Gap Selling Online Training
Eight hours across eight modules — every rep works through real opportunities and finishes with the same methodology, the same discovery language, and a LinkedIn certification.
- Self-paced, 8 modules, 1 year of access
- Applied to a live deal throughout — not one-way learning
- Shared discovery and qualification framework for the whole team
- LinkedIn certification at completion
PIC Jump Start Session
A live working session with ASG where your team builds your Problem Identification Chart — the foundation every discovery conversation, demo, and pipeline review runs on. You leave with 1–2 validated business problems your team can sell from.
- Live facilitated session with ASG
- 1–2 validated business problems with impacts and root causes
- Built from your team's real customer knowledge
- The foundation for discovery, messaging, and deal reviews
Gap Up AI Coaching
Gap Up is your team's always-on AI sales coach, built on Gap Selling methodology. Reps use it daily to prep for calls, review deals, coach themselves on recordings, and write problem-first outbound. They can also run roleplays before high-stakes conversations, work through additional learning paths to sharpen specific skills, and build their capability without waiting for manager bandwidth.
- Deal reviews anchored on buyer evidence, not anecdotes
- Cold call and discovery call coaching from recordings
- Problem-first outbound and follow-up writing
- Live role-play and discovery prep before every key meeting
How It Works
Train. Build. Execute.
Three steps. Each one builds on the last. By the end, your team has a methodology, a foundation, and a daily coaching system running in parallel.
Train
Each rep works through eight modules at their own pace — questions throughout are interactive and shape where the training goes based on their answers. Every module is applied to a live deal they're already working as context. They finish knowing how to run discovery that uncovers what's actually broken for the buyer, how to defend price without discounting, how to keep deals from stalling, and how to stop getting ghosted — the same methodology, the same language, across the whole team.
Build
Your team brings what they know about their buyers — the problems buyers come with, what those problems cost, and why they exist. ASG runs the session and asks the questions that separate what the team knows from what they're assuming. You leave with your Problem Identification Chart: 1–2 business problems mapped with their root causes and business impacts. Every discovery conversation, demo, and pipeline review runs on this foundation from here.
Execute
Gap Up goes live once training is complete and the PIC is built. Reps apply the methodology to real deals every day — with Gap Up there to show them where a deal is weak, why a buyer went quiet, and how to approach the next call. They can also run roleplays before high-stakes conversations, work through additional learning paths to sharpen specific skills, and build their capability without waiting for manager bandwidth. The three components run together from here.
Who It's For
For the Sales Leader Big Enough to Need a Methodology, Small Enough to Get Ignored by Enterprise Training.
A Complete Gap Selling Package for Startup and Growing B2B Sales Teams.
This is for you if…
- You lead a B2B sales team of 1–9 reps and your win rates are flat or declining, deal sizes are shrinking, and sales cycles are getting longer
- You've run sales training before and seen little to no lasting change once the program ended
- You're responsible for the number and for developing the team, without a dedicated enablement function to lean on
- You need something that continuously reinforces the methodology and upskills reps — you're too spread thin to do it yourself
This is not for you if…
- Your team is 10 or more reps — the full PCOS installation is the right fit for your scale
- You're looking for a one-time event — this is a system that requires sustained commitment from every rep
- You're not in a position to enforce behavior changes across the team — this only works if the manager is all in
What Teams Are Saying
Results From the Field.
“We’d gone through Miller Heiman, SPIN, Challenger — all of them. The problem was the training would take hold for a month or two and then just fizzle. The weekly reinforcement after the training was what made this different. That’s the part that really made it sticky. Before we started, our sales cycle was somewhere between nine and eighteen months. After — 89 days. Our net new close rate went from 11% to 24%.”
“I’ve been through 20 of these in my career. This was the first time it truly resonated — with me and with everyone in the room. There was nothing robotic about it. It was genuine, in the moment, felt personalized. We started seeing results within about a month and a half to two months. That typically doesn’t happen.”
“I thought it would be a ChatGPT clone that gave surface-level advice and confirmed how good I already was. I don’t think I’ve ever been more wrong. It surfaced behavioral patterns I didn’t know I had. I’d share what happened on calls, AI Keenan would fill in my knowledge gaps, and I’d drill what I missed with role-play. Higher pipeline, less ghosting, better-quality discovery.”
Get Started
Your Team Deserves a System. Not Another Workshop That Fades.
If you have been putting off fixing your win rates because every solution was priced for a company ten times your size, book a call and we will tell you within the first conversation whether this is the right fit.