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EBooks
Blogs
How to Scale a Sales Team in 2025
Before scaling a sales team, sales leaders need to confirm the organization is ready to support more people, more process, and more pipeline. Hiring too early, without structure or visibility, creates...
How to Align Sales Enablement with Execution
Most sales enablement programs aim to improve performance, but few deliver lasting change. Training is deployed, content is created, and tools are rolled out, yet reps still struggle to execute the...
5 Buyer-Backed Sales Behaviors That Drive Trust
ASG’s buyer survey confirms what many reps still get wrong: buyers don’t care about liking the seller. They care about whether the rep understands their business, asks the right questions, and offers insight...
5 Things B2B Buyers Expect from Sales Reps in 2025
ASG’s 2024 buyer survey reveals critical gaps between how sales teams sell and how buyers want to be sold. The data highlights execution issues across discovery, outreach, and demo performance that directly...
How to Measure Sales Training Impact
Sales training only works when it improves execution in live deals. Effective programs help reps run better discovery, qualify accurately, control deal movement, and close with consistency. The result should...
How to Choose a Sales Training Program
Sales training is one of the most important investments for improving execution in the field. The goal is to help reps run better discovery, qualify deals more accurately, and control opportunities from start...
Sales Enablement Is Not a Learning Function
Sales enablement is often misunderstood. In many organizations, it has become a content distribution function measured by training completions, LMS logins, and certification rates. These metrics do not reflect...
How to Build and Operationalize a Sales Coaching System
Sales coaching is a performance lever. It exists to improve how salespeople execute in live opportunities. Coaching is not feedback. It is not mentorship. It is the structured process of identifying gaps in...
5 Ways to Reinforce Sales Training in Live Deals
Reinforcement is the most overlooked step in sales training. It determines whether new skills are applied or forgotten. Without daily inspection and reinforcement, reps return to old habits and pipeline...
Sales Training: A Practical Guide for Sales Leaders and Enablement Teams
Sales training is the process of improving how reps execute in live sales situations. It focuses on building the skills required to run effective discovery, qualify opportunities accurately, and close deals...
EBooks
Blogs
How to Scale a Sales Team in 2025
Before scaling a sales team, sales leaders need to confirm the organization is ready to support more people, more process, and more pipeline. Hiring too early, without structure or visibility, creates...
How to Align Sales Enablement with Execution
Most sales enablement programs aim to improve performance, but few deliver lasting change. Training is deployed, content is created, and tools are rolled out, yet reps still struggle to execute the...
5 Buyer-Backed Sales Behaviors That Drive Trust
ASG’s buyer survey confirms what many reps still get wrong: buyers don’t care about liking the seller. They care about whether the rep understands their business, asks the right questions, and offers insight...
5 Things B2B Buyers Expect from Sales Reps in 2025
ASG’s 2024 buyer survey reveals critical gaps between how sales teams sell and how buyers want to be sold. The data highlights execution issues across discovery, outreach, and demo performance that directly...
Getting Started in Sales: What Every New Rep Needs to Know
If you’re new to sales, you’ve probably heard a lot of conflicting advice; build relationships, be persuasive, stay confident, always be closing. Most of it is outdated or incomplete. Sales isn’t...
Why Your Discovery Calls Are Failing – And How to Fix them
Google “sales discovery” and you’ll be hit with an avalanche of advice. Hundred of blogs, videos, and downloadable PDFs all promising to transform your pipeline with magical lists and foolproof scripts. Titles...
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...
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...
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,...
Blogs
Quarterly Sales Quota Calculator: Are You Gonna Make It?
Evaluating Your Q4 Sales Pipeline – The Sales Quota Calculator It’s the first week of October and the first week of Q4. Most of us have put Q3 behind us, good or bad and we’re squarely focused on making...
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...
The Power of Profit and Loss Statements in Driving Sales Strategies
Exploring the Intersection of Sales and Customer Profit and Loss Statements I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless...
Sales Account Strategy Plans: Goals, Strategies, Initiatives, Tactics
Sales Account Strategy: Aligning Your Goals with Your Customer’s Needs The Importance of Strategies in Account Management Strategy and account management provide a clear window in the process of...
Mastering the Sales Cadence: A Guide to Building a Winning Account Strategy
Driving account success with an effective sales cadence. You’ve heard the term sales cadence before. But, do you know how to implement a sales cadence that drives results? Many organizations tend to shy...
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....
8 Key Elements to Killer Sales and Marketing Emails that Win
Email is a critical tool in almost every profession today. Sales and marketing emails are one of, if not the most important touchpoint in the business world. 8 Key Elements to Making the Most of Your Email...
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...
Gap Selling in Practice: Aligning Decision Criteria During Discovery
Gap Selling Tip #3: Concept: Ensuring decision criteria aligns with solving the problem you discover Why? “The point of (aligning decision criteria & what you learn in discovery) is...
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...
Tools
Blogs
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...
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
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
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...
Gap Selling Testimonial: How ASG Helped ARMS Reliability Reach Acquisition
Gap Selling Testimonial: Closing a 7 Million Dollar Gap In 12 Months. What can a 38% Increase in Bookings, 50% Increase in Conversions, and closing a 29% Growth Gap do for a company? Acquisition by a Fortune...
Testimonial: Convincing a Customer to Change is Hard – How Ryan Cannady Uses Gap Selling to Make it Easier
Change is hard: how Ryan Cannady increased membership 5X, Convincing a customer to change from a competitor to your product or service is a challenge faced by almost every company at one point or...
Testimonial: Invest in Your Employees > Increase SaaS Values 300%
300% increase in SaaS value, 20% increase in win rates, increasing employee satisfaction – How Cart.com created a winning sales culture. (Hint: Invest in your employees) Sales training does not...
Testimonial: 3 Benefits of Gap Selling: Improve Close Rates, Eliminate Budget Restrictions, Gain Additional Customer Insights
3 Benefits of Gap Selling – 1. Improve close rates 2. Eliminate budget discussions 3. Gain insights into client problems you didn’t know existed. Mark Cope, has been through Gap Selling Training with 2...
Testimonial: Throw Out Your Sales Scripts – Harness Your Team’s Critical Thinking To Engage Buyers
Stagnated salesforce, Misaligned sales team, sales reps just going through the motions? Stop reading sales scripts, stop reacting, and stop trying to establish a formula to make a sale happen. Enhance your...
How Can You Double Your Sales Record? Ask Limble’s Alec McCullough.
Is it possible to double your sales records, double your close rates, and push more deals forward? A tall task for some, but as Alec McCullough, Natalie Harbin, and Jeremy Vujnovich of Limble CMMS will tell...
Blogs
25% of Leaders Doubt Enablement: How to Prove Your Worth
Enablement, sit up and take notice. Replicate Labs just released a new study, and the findings should raise some serious red flags for how your teaching efforts are being perceived. In their study, Replicate...
Improving Sales Forecast Accuracy With Buyer Input Data
Sales forecasts suck. They’re constantly inaccurate and consistently a thorn in the side of every sales leader. Despite investments in the latest CRM add-ons, forecast tools, and “new and improved processes”...
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...
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...
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...
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...
Live Sales Pitch – Gap Sell Keenan #72 – Does ASG Need Gamification?
This week on Gap Sell Keenan, we’re joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as...
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...
Blind Confidence in Sales: A Lesson in Problem-Relevant Solutions
The critical link between products and problems Connecting the dots between a product and its relevance to a specific problem is a critical aspect of Gap Selling. Recently, we found ourselves on the...
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....