Fool-proof Free Sales Resources At Your Fingertips
We’ll help you get a grip on gap selling by sharing our experience.
Our most-watched content
Flip The Script Series – Gap Sell Keenan Live Pitches
- How to Sell
- Prospecting & Business Developement
- Leadership
- Case studies & Testimonials
- Gap Selling Resources
Blogs
Sales Tools: Why You Must Be Cutting-Edge to Succeed
Your sales strategy needs the latest sales tools. The Importance of Sales Tools For any professional, their tools are the heart and soul of their craft, allowing them to executer their work with precision....
Sales Reporting 101: A Beginner’s Guide to Essential Metrics and Tracking
Mastering Sales Reporting: Essential Metrics, KPIs, and Reporting Cadence for Business Success The Importance of Sales Reporting in Driving Business Success A good friend of mine once told me that in business,...
9 Painful Actual Stages of the Sales Process
One of the first things that’s taught to new sellers is the stages of the sales process. Many new hires walk through the door and the first question they’re asked is what are the 7 stages of the...
The Value of Trust in Sales Processes
The value of trust in sales processes cannot be underestimated. Relationships are a key factor in the business world. The sales world has been captivated by the notion of how relationships affect sales success...
Intellectual Curiosity and The Why in Sales
If you’re going to become successful at Gap Selling you need to start asking why. Getting to the why in sales is a crucial skill of a talented Gap Seller. Why? Kids are great at asking why. They...
Trust the Process: 5 Benefits of a Sales Process
Do you track everything and make adjustments constantly? You should be. Personal and professional growth increases exponentially when you have specific goals you’re working towards. To reach those goals...
Sales Questions: 4 Factors to Keep in Mind for Killer Discoveries
There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate...
Buyer’s Motives: Get Inside Your Buyer’s Head
Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore, to understand selling and to...
How to Sell Better: Understanding the Customer’s Business
If you want to sell better, sell more effectively, and close more deals, you need to understand your customer’s business inside and out. This means doing your research on their environment and asking the...
Sales Mindset: If you Don’t Want it, You Won’t Succeed
To be a good salesperson, you need to have a great sales mindset. You need to want to be a great salesperson. If you don’t want something you’re unlikely to be good at it. How many times have you heard some...
Blogs
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. Below are 8 key elements to make sure you’re...
What a Killer Deal Strategy Looks Like
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...
Engage During Prospecting- “Why Should I Talk to You?”
Why should I talk to you? Before any sale can begin, the target of your efforts has to talk to you. They have to engage. Enter prospecting. I know, this is the most remedial concept in theory, but in practice,...
Prospect on LinkedIn Without Being a Pesky Salesperson
LinkedIn is a great tool for selling and prospecting, but most salespeople are using it wrong. They’re treating it it’s a phone call or an email and spamming people. We’ve all gotten them...
Blogs
Build a Winning Sales Team: What Soccer Can Teach Us About Sales
So you want to build a winning sales team? Conventional wisdom probably leads you to believe that you need to go find the best salesperson in your industry and steal them from a competitor. But what if I told...
Sales Strategy Plans: 10 Must Have Elements
If the account vision is the compass of account management, then sales strategy plans and account plans are the ship. Sales strategy plans are where the execution happens. It’s the engine to successful account...
4 Must Have Elements of a Sales Coaching Cadence
Sales coaching is the most valuable element of a sales team. If you don’t buy into this, you can stop reading. This post is about getting the most out of coaching your people, why sales coaching is important,...
The 3 Key Elements to Effective Sales Coaching
Sales coaching has one purpose and that is to make the salesperson better. It’s that simple. Coaching is about analyzing what a salesperson is doing in order to enhance their skills and improve their...
The 5 Sales Leadership Styles
There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There...
Coaches Don’t Play
This one is real simple – Coaches don’t play. Coaches coach, players play. Back in 2011, the New England Patriots and New York Jets were scheduled to meet in the playoffs. In the week...
Sales Performance Metrics: 6 Killer Individual Sales Stats to Measure Your Sales Reps
Quota attainment is not the end all be all when it comes to measuring sales representative performance. Over analyzing all the data we can collect is also inefficient and useless. We need to find the happy...
8 Reasons Great Leaders Let People Fail
Sales leaders – do you let people fail? How comfortable are you letting failure happen? Are you OK letting your sales manager make a mistake? Are you OK letting the sales rep lose a deal? What do you do...
Sales Coachability – Why it’s the Most Important Trait for a Sales Employee
There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say the same thing to my clients, do not hire salespeople who don’t have this skill....
Blogs
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...
Testimonial: How Matt Gahr and Emburse Increased Bookings 140%
Increased bookings, higher close rates, beat competitors more consistently – the outcomes Matt Gahr, CRO of Emburse achieved after implementing Gap Selling. Emburse had recently completed a number...
Gap Selling Testimonial: Delivering BIG Results with Gap Selling
I love the success stories I get from people who’ve read Gap Selling. It’s a blast to read when people share their own personal success stories about how Gap Selling has changed their career,...
Tools
Blogs
Can You Pass The Question Test?
Would you like to take a question test that measures your ability to ask questions and improve your chance to win the sale? Can you have a conversation by only asking questions? Do you think you...
Account Vision: The Key to Growing Your Accounts
The secret to successful account management lies in developing the account, not just selling to it. At the center of that development is account vision. Unlike hunting and territory management, the...
Account Governance – What it is and Why YOU Need It
We’re going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account governance, as it’s the underlying process to account management. I haven’t...
How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM
Does your CRM feel like more of a hindrance than a help when it comes to selling? It’s a common issue, but the problem likely isn’t the CRM itself. It’s probable that you and your...
Why You Should Never Ask The Buyers the Impact of their Problems – Lessons From Gap Sell Keenan Episode #58
You should never ask the buyers the impact of their problems. Your job as a seller and as a Gap Seller is to find the value or the Gap for your client or prospect. As humans, we naturally want to get to the...
Educate Your Buyer – 3 Benefits of Market Expertise – Lessons From Gap Sell Keenan Episode #57
Personalization, credibility, and value – probably the 3 most common buzzwords in the sales world today. Being a market expert gives you the ability to accomplish all 3. As a sales rep, your success depends on...
Demo During Discovery: A Dangerous Mistake – Lessons From Gap Sell Keenan Episode #56
Pushing a demo during discovery is dangerous. As sales professionals we get excited about the products we sell. We want to show people how great they are, that’s a natural feeling. But if you push too...
The Freedom Box: Unleashing the Full Potential of Your Employees
At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom Box. In short, the Freedom Box is allowing our employees to do their job as they see fit....
How to be a Better Seller: Give a Shit
If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed one crucial aspect of selling – he put his needs and wants before his clients....
Grow Sales By Identifying Your Prospect’s Problem
Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a customer or prospect, do you have a good idea what problems they are challenged with BEFORE...
