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Flip The Script Series – Gap Sell Keenan Live Pitches

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Two red mittens stick out of the snow, with one holding a small wooden stick that displays a sign reading "HELP!" The image humorously illustrates the struggle and misalignment in sales conversations, where buyers often feel lost or unsupported. This emphasizes the blog's focus on addressing buyer challenges and guiding them effectively to prevent stalled deals and churn.

Keys to Preventing Stalled Deals

Sales teams aren’t losing deals because of bad pitches or tough competition — they’re losing because buyers and sellers aren’t on the same page about the real problem. 48% of buyers say they’ve bought the...

A red and black horseshoe magnet attracts red cubes while leaving other colorful cubes scattered below, visually representing the importance of attracting the right customers rather than chasing every deal. The image reflects the concept of strategic, problem-focused selling to avoid churn and build long-term retention.

Sell to Retain, Not to Hit Quota

It’s that time of year again. The deals you thought were dead suddenly come back to life. Buyers who ghosted for months resurface and sales floors are buzzing with that familiar, frantic energy. Your sales...

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How to Build Trust Through Buyer-Centric Actions

Whether we like it or not, buyer-seller relationships are built on trust, yet, many of the behaviors observed in modern sellers erode that trust. Buyers are looking for someone who is credible. They couldn’t...

Aligning Discovery With Buyer Needs

Salespeople are missing a crucial opportunity. Buyers enter the sales process looking for help – guidance in understanding their challenges, clarity on their goals, and insight into potential solutions. Yet,...

Two hands forming a rectangular frame with a serene lake and distant mountains in the background, symbolizing the concept of framing in sales. This imagery aligns with the blog's focus on shaping how solutions are presented to prospects, emphasizing clarity, alignment with needs, and creating a compelling narrative to win deals.

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 solution to align with the prospect’s needs and priorities. Many salespeople lose deals because...

A beagle eagerly eyes a large bone dangling above, symbolizing buyers’ anticipation for a discovery call that addresses their specific needs. Like the dog’s focused attention on the bone, buyers want salespeople to concentrate on their problems, desired outcomes, and relevant product details, avoiding distractions with unrelated information.

Buyer’s Priorities in Discovery Calls

Effective discovery calls should focus on the buyer, their problems, and their desired outcomes. However, there’s a disconnect between what buyers want and what they’re getting from salespeople in these early...

A woman stares wide-eyed at her laptop, leaning in with a look of shock and surprise, as if experiencing "sticker shock" over a high price. This image symbolizes the reaction customers have when they encounter a premium price without understanding the value behind it, illustrating the blog's theme of how failing to communicate value can lead to lost sales due to price differences.

Why You’re Losing Sales on Price

Tesla’s Model Y costs about $20,000 more than comparable electric SUVs, yet they delivered over 1.2 million units in 2023. Competitors have slashed prices and offered incentives while Tesla maintains the...

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Sales Needs Creatives, Not More Templates

Scroll through LinkedIn, every post and comment sounds almost identical. Imagine being on the receiving end of messages like that, hundreds of them, each one varying slightly from the same template, each one...

This is a black-and-white cartoon illustration of a man with glasses, leaning forward in surprise as he looks at a laptop on a table. His eyes are wide, and his body language, including his hunched posture and raised eyebrows, suggests that he is shocked by something on the screen.

The Cold Outreach Your Buyers Want

It’s pretty simple, most buyers just won’t respond to cold outreach. But why? In ASG’s recent comprehensive buyer survey, buyer’s were pretty clear: they will respond, but only if the approach focuses on them...

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Balance Sheets Exploring their Hidden Sales Secrets

Balance Sheets: Exploring their Hidden Sales Secrets

Decoding Balance Sheets for Sales Growth Last week, we went through the Profit and Loss Statement.  This week we’re going to tackle the balance sheet.  The balance sheet and the profit and loss statement go...

Social Selling - How To Use LinkedIn Properly

Social Selling – How To Use LinkedIn Properly

Last week we talked about why it’s vital to not use LinkedIn as a cold selling platform. A bunch of you didn’t agree and wanted more on the right way to use LinkedIn and social selling to further your sales....

What a Killer Deal Strategy Looks Like

What Your Deal Strategy Must Include

Getting your prospect engaged, getting them on the proverbial hook is critical to selling. Prospecting is the holy grail of sales and it get’s a lot of attention as it should. To most of us, finding and...

Tell Your Customer "No"! During Prospecting

Tell Your Customer “No”! During Prospecting

Here’s the deal. When you’re prospecting, leads can be demanding, They will ask for a lot, but it doesn’t mean you have to say yes every time.   Can you tell your customer or prospect...

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Futuristic digital artwork of a human face overlaid with data streams, graphs, and glowing analytics visuals. The abstract composition symbolizes data-driven decision-making, sales performance metrics tracking, and business intelligence.

6 Sales Performance Metrics Every CRO Needs to Track

Sales leaders love quota attainment. It’s the default scoreboard for performance. Reps live and die by their number. Hit it, and you’re a rockstar. Miss it, and you’re a problem. Sound about right? But, quota...

A wooden artist mannequin sits hunched over on a row of wooden blocks that spell out "LOSER," with its head tilted downward in a dejected posture. To the left, an additional wooden block features a sad face emoji. The dark background and moody lighting emphasize a theme of failure or discouragement.

Why Most B2B Sales Training Programs Fail

Most B2B sales training programs don’t work. Companies pour millions in training, yet win rates stay low, sales cycles drag, and reps still struggle to close. Why? Because most programs focus on the...

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Why Your CAC Is Out of Control—and How to Fix It

Your Customer Acquisition Cost (CAC) is out of control, and it’s killing your margins. Every dollar wasted on inefficient sales and marketing is a dollar that isn’t fueling growth. You don’t have a marketing...

Cartoon illustration of a worried man in a business suit sweating profusely, holding a tissue in one hand and a thermometer in his mouth displaying a high reading, with steam lines above it. The image metaphorically represents symptoms of a larger issue, such as low close rates being a result of poor sales discovery.

Low Close Rates are a Symptom of Poor Discovery

Low close rates are a symptom, not the disease. Too often, sales leader misdiagnose the problem, blaming reps for lack of follow-up, weak negotiation skills, or simply not hustling enough. It’s an easy...

A person in a white shirt holds their hands around a crystal ball on a table, symbolizing the uncertainty and guesswork often associated with sales forecasting. Nearby are candles, cards, and cloth, reinforcing the theme of prediction and unclear outcomes. The image reflects the unpredictability of sales pipelines and the need for structured forecasting models.

How to Build Accurate, Predictable Sales Forecasts

Why are sales forecasts so damn unreliable? If you’re leading a sales team or running revenue operations, you’ve probably been burned by forecasts that looked solid on paper but fell apart by the end of the...

A businessperson in a suit is holding up a large red downward-trending arrow that appears to be falling. The arrow is connected to a lightbulb by a string, symbolizing ideas or innovation tied to declining performance or sales. The background is a plain white surface.

Overcoming Shrinking Average Sales Price

Salespeople don’t lose deals because of price. They lose because they fail to make buyers care about the value. Shaving a few bucks off the bottom is not what wins a deal. What wins is when a salesperson can...

Two business professionals stand on opposite sides of a broken road, with large pieces crumbling into the gap between them.

Why Your Sales Kickoff Event Could Be Costly

Let me be straight: most companies are approaching their Sales Kickoffs with misguided enthusiasm. Significant budgets have been allocated to speakers, venues, and team activities. But, is this temporary...

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MEDDPICC vs Gap Selling

Comparison: MEDD(P)ICC and Gap Selling

Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes to the MEDDIC sales methodology. You schedule a call, and during the call, the sellers...

Keenan and a salesperson engaged in a conversation about active listening and consultative selling as they discuss the principles of Gap Selling.

Gap Sell Keenan 63: Stop Selling and Listen

We can’t say this loud enough, B2B sales is changing. Relentlessly pushing products and hammering prospects with your rehearsed sales pitch is dead. Developing a successful sales approach needs to focus on...

Risk to Reward A Sales Case Study

Risk to Reward: A Sales Case Study

How a Calculated Sales Risk Paid Off One of the top selling Tequilas in the world doesn’t allow the word tequila to be used when referring to it’s product. Yes, it’s on the bottle, but that’s pretty much the...

Sales Strategy Lessons From My 14 Year Old Self

Sales Strategy Lessons From My 14 Year Old Self

The Sales Strategy that Made a Skatepark a Reality This is how my feisty 14 year old self accidentally Gap Sold my town into building a skatepark. Buckle up! Because I’m going to walk you through my...

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MEDDPICC vs Gap Selling

Comparison: MEDD(P)ICC and Gap Selling

Put yourself in the shoes of a buyer. You’re looking to buy some new software. One of the potential vendors subscribes to the MEDDIC sales methodology. You schedule a call, and during the call, the sellers...

A man in casual work attire is precariously sawing off a large branch from a tree, the very branch he's sitting on, symbolizing a 'sales demo' mistake. The background reveals a hazy industrial skyline, contrasting with the tree's lush foliage, emphasizing the short-sighted actions that can undermine long-term goals, reflective of the pitfalls in customer engagement and sales promises

Avoiding a Common Sales Demo Mistake

We’ve all been there. You’re looking for a new software to streamline a nagging process. You reach out to the industry leaders, expecting high end service, only to find delays, unfulfilled promises, and...

A professional's hands typing on a laptop that displays a holographic CRM interface with connected data points and management icons. This image symbolizes the transformative use of CRM software as a dynamic sales tool beyond just management.

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 the CRM just slows you down and that it’s a pain in the ass. You see it as something...

A 3D illustration depicts a figure pushing a large red percentage symbol uphill, against a backdrop of stylized mountains and trees, symbolizing the challenging journey to increase win rates in sales. The symbol's daunting size compared to the figure highlights the struggle organizations face with low win rates due to insufficient buyer input data.

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 organizations struggle with alarmingly low win rates. Like 15-20%, low. These disappointing...

Two salespeople having a chat about why it's crucial to never stop learning in sales. They highlight the shift from old-school sales to a more helpful approach. This image represents the importance of always improving and staying adaptable for success in sales.

Gap Sell Keenan 71: Never Stop Learning

  We live in a constantly evolving world. Self development, professional development, and learning is a never-ending journey without a final chapter. The ability to adapt is non-negotiable. Sales has gone...

Two sellers engaged in a discussion, emphasizing the significance of knowing the answer to 'What problems do you solve for your clients?' in strategic sales.

Gap Sell Keenan 70: What Problems Do You Solve?

We’ve done 70 episodes of Gap Sell Keenan and there remains a recurring theme. Sellers still struggle to answer what problems do you solve? This seemingly simple question stumps our guests time and time again....

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