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Flip The Script Series – Gap Sell Keenan Live Pitches

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How To give Value In your Cold sales Emails

How to Give Value in Your Cold Sales Emails

Your cold sales emails, cold calls, and outreach suck. Here’s why and here’s how to fix it.   I’m gonna give you guys some homework to go home with this weekend and you’re gonna...

How to Handle a Price Objection in Sales

How to Handle a Price Objection in Sales

I want to take a second to talk pricing, price objections, dealing with pushback, and dealing with negotiation on price.   Listen, you don’t owe your buyer a price. I know a lot of times buyers come...

The #1 Most Common Sales Mistake

The #1 Most Common Sales Mistake

I’m going to share with you why salespeople are losing the deals they’re losing, why the deals get stuck, why they can’t overcome objections, and why they don’t close. I’m going to...

Order Takers Vs. Order Makers

Order Takers vs. Order Makers

In sales there are order takers and order makers.   Order takers are reactive. They listen and respond to customers requests. They respond to RFP’s. They give the customer what they ask for.   Order...

Sales Myths - Likability

Sales Myth – People Buy From People They Like

Sales myths and catch phrases are thrown around in trainings and casual conversations constantly.   If another person marches out the tired old sales myth “people buy from people they like.” I’m going to...

WHAT TO DO WHEN A PROSPECT GOES DARK

What To Do When a Prospect Goes Dark

There is nothing more frustrating to a sales person than when a client goes dark. Your last conversation was killer, you both agreed that your solution made sense. The prospect said they needed to share it...

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What a Killer Deal Strategy Looks Like

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...

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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coaches don't play

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...

8 Reasons Great Leaders Let People Fail

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...

The Best Sales Training

5 Keys to the Best Sales Training

The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its longevity, the jury is still out, as many organizations wonder does sales training...

scale a sales team

How to Scale a Sales Team in the 21st Century

Growth is what it’s all about in the world of business, especially in SaaS and technology. But growing effectively is key to successfully scale a sales team.   We all want to get big. We all want to...

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EBooks

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Blogs

Sales Culture Needs to Change

Sales Culture Needs to Change

Listen up we need to change the sales culture. It’s a complete shit show.   I had a dude reach out to me the other day and he said something like “I don’t know you but I’ve been following you,...

How To Be More Buyer-Centric In Your Discoveries

How To Be More Buyer-Centric In Your Discoveries

I often get asked by people – how do I get better at understanding my buyers? How do I become more problem-centric? How do I become more buyer-centric? How do I get the information that helps me do...

Budget Vs. Affordability - Know The Difference

Affordability Vs. Budget – Know The Difference

There’s a difference between affordability and budget. To be a good salesperson, sales team, or sales leader you must know the difference.   af-ford-a-bil-i-ty – noun — the state of being cheap...

The Best Sales Training

5 Keys to the Best Sales Training

The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its longevity, the jury is still out, as many organizations wonder does sales training...

Sales Myths - Likability

Sales Myth – People Buy From People They Like

Sales myths and catch phrases are thrown around in trainings and casual conversations constantly.   If another person marches out the tired old sales myth “people buy from people they like.” I’m going to...

EBooks

Videos

Tools