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Flip The Script Series – Gap Sell Keenan Live Pitches

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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...

A young woman with closed eyes and clasped hands appears deep in thought, standing next to a large lightbulb illustration. The lightbulb is filled with colorful symbols, including skyscrapers, gears, a brain, money, and charts, representing creativity, business, and innovation. The background is a neutral textured wall, emphasizing the vibrant design.

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...

The image depicts a stylized figure in business attire, holding a briefcase and leaping across large keyboard-like blocks, each displaying the letter "Y." The figure appears to be symbolically navigating a series of "Yes" responses, suggesting a theme of persistence or success in business deals or decision-making. The overall tone is motivational and forward-moving.

Using the Next Yes to Close More Deals

Man, is knowing if a deal will close important to the sales world. It’s the center of every pipeline meeting and every executive conversation at the end of the quarter. Knowing if a deal is going to close is...

In this image, a man in a suit, wearing glasses, appears to be tired or bored, leaning on his hand while sitting at a desk. He is slumped over a laptop, with a coffee cup placed beside him, conveying a sense of exhaustion or lack of engagement. The neutral background and the man's posture emphasize a workplace setting.

The Sales Demo Buyers Want

Salespeople have long operated under a set of assumptions about what buyers want and need during the sales process. A Sales Growth Company decided to test those assumptions. We conducted a survey of over 1,200...

This image shows a simple, minimalistic illustration of a figure sitting at a table with their head resting on one hand, looking bored or disinterested. In front of the figure, there is a phone ringing, suggesting ignoring a call.

Signs Your Prospect Isn’t Interested

Thanks Jen, I have received the information, I just haven’t had the time to take a look at it yet. Do you mind calling back next week?” “Thanks for setting us up on the demo, we’ll play with it and get back to...

a broken light bulb lying beside a staircase-like arrangement of wooden blocks, symbolizing the concept of failure or obstacles in progression. The shattered bulb suggests a disruption in innovation or ideas, while the blocks represent structured growth or steps toward a goal.

Why Half of All B2B Purchases Fail

Half of all B2B purchases fail to solve the intended business problem. This widespread issue stems from a critical gap – buyers often don’t fully grasp the problem they’re trying to address, leading them to...

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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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A wooden mannequin slouched on a chair under a spotlight, symbolizing exhaustion and burnout. This visual reflects the blog's message about the inefficiency of high-volume sales activity metrics and the need to shift focus toward meaningful, outcome-driven strategies.

Activity Metrics Are Failing Your Sales Team

If more activity guaranteed better sales, every team would crush their numbers. But here we are – sales leaders piling on activity KPIs, and reps running harder on the hamster wheel without making progress....

A promotional graphic for an interview titled "Mavens of Modern Sales" featuring Randi Sue Deckard. The left side shows a close-up of a smiling woman with blonde hair, while the right side features the title in bold white text on a dark, textured background with red accents. The word "INTERVIEW" is displayed in a white banner at the bottom left.

Mavens of Modern Sales – Randi-Sue Deckard

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

A snowboarder upside down in the snow with their legs and snowboard sticking out, set against a backdrop of snowy mountains. This humorous and exaggerated image illustrates how deals can feel "stuck," reflecting the blog's theme of identifying and addressing sales challenges to move forward.

Why Deals Get Stuck

Deals get stuck because the buyer doesn’t believe your solution is worth the effort, time, or money right now. It’s not because your product doesn’t work or your service doesn’t solve a problem. The buyer...

Illustration of a standout yellow chair among a row of identical blue chairs, symbolizing the unique traits and leadership qualities needed in a sales manager. This visual emphasizes the importance of identifying the right candidate for the role, aligning with the blog’s discussion on prioritizing leadership, sales expertise, and execution skills in hiring.

Sales Manager Traits to Look For

Sales managers bridge a crucial gap between sales leadership and front-line salespeople. They execute strategies, support teams, and enable sales organizations success. Yet, many companies fail to give sales...

This image is an illustration of a simplified figure using a vacuum to clean a laptop keyboard, with fluffy cloud-like shapes being sucked into the device. The visual metaphor suggests clearing unnecessary clutter or "fluff" from a process, aligning well with the theme of creating a streamlined, efficient, and fluff-free sales pipeline.

Building a Fluff-free Sales Pipeline

When was the last time you analyzed the deals in your sales pipeline? Have you ever taken a look and thought, “This looks like fluff?” Deals that could look promising on paper but you know they’ll never close,...

JD Miller, in a professional suit, featured in an interview titled 'Mavens of Modern Sales' with a bold black and red background.

Mavens of Modern Sales – JD Miller

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

A promotional graphic for an interview titled 'Mavens of Modern Sales' featuring Elizabeth Andrew. The image shows Elizabeth smiling and seated, wearing a light-colored blouse, on the left side, while the right side features the interview title in bold white text on a black and red background with the word 'INTERVIEW' highlighted below.

Mavens of Modern Sales – Elizabeth Andrew

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

Interview graphic featuring Lindsey Boggs for 'Mavens of Modern Sales.' The image shows a smiling Lindsey Boggs on the left in a circular frame, wearing a floral top, with the text 'Mavens of Modern Sales' and 'Lindsey Boggs' in bold white letters on a black and red background to the right. A banner at the bottom left says 'Interview.'

Mavens of Modern Sales – Lindsey Boggs

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

Interview graphic featuring Eric Steele, a well-groomed man in a suit, against a gray background. The text reads 'Mavens of Modern Sales' with Eric Steele's name underneath, along with the word 'Interview' in a bold box at the bottom left. The design incorporates red and black accents with a brushstroke effect.

Mavens of Modern Sales – Eric Steele

Welcome to Mavens of Modern Sales, where we take a deep dive with the sales leaders pulling sales teams in the 21st century to get their insights on leadership, strategy, industry trends, and more. This week...

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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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