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Flip The Script Series – Gap Sell Keenan Live Pitches

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A hand holds a magnifying glass over the phrase 'DEFINE EVERYTHING' amidst a backdrop of technical drawings and symbols, relating to the critical importance of defining every aspect in a sales discovery process. The concept highlights the necessity of avoiding superficial information and seeking deeper understanding in the sales journey.

Sales Discovery: The 1 Mistake You’re All Making

A sales discovery call is a pivotal, make or break moment in a sales journey. Sellers have a storied history of making one giant mistake – failing to define every piece of information given, comprehensively....

An illustration of a business professional with a magnifying glass for a head, symbolizing the analytical approach to asking effective sales questions in client interactions

4 Unspoken Keys to Better Sales Questions

There’s no ifs, ands, or buts about it. Sales questions are make or break when you’re on a call with a potential client. There isn’t an expert, trainer, or resource who will argue this. But,...

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...

Silhouette of a runner in the early morning, symbolizing the start of a journey, set against a serene backdrop of distant hills and a clear sky. This image represents the beginning of refining one's sales process, mirroring the blog's narrative of transitioning from a casual walk to a structured sales strategy and routine.

Sales Processes: Finding Your Roadmap

All change is hard, but developing a routine is key. Today we’re taking a book from a personal running journey, stepping up from an aimless routine, and crafting a killer sales process. Ditch the old...

A visually striking representation of sales enablement, featuring a line of matches being skillfully lit, symbolizing the ignition of strategic and powerful sales practices.

5 Ways to Rethink Sales Enablement in 2024

Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among high level professional, to admit when things aren’t going smoothly. The competitive nature...

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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 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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Blogs

Two businessmen engaging, one with arms crossed, the other extending a handshake, representing the challenge of an uncoachable employee resistant to teamwork and feedback as described in a blog on the importance of coachability in the workplace

Dealing With Uncoachable Employees

I’m going to cut to the chase, if you’re not coachable, you are a liability. Leaders, do yourselves a favor and remove the uncoachable folks from your team. Coachability is one of, if not the most important...

Illustrative banner showing a group of three stylized professionals ascending a steep mountain peak together, one leading with a flag in hand symbolizing leadership. The sun beams brightly in the background, casting a glow over the clouds surrounding the mountain, denoting the aspirational and challenging journey of leadership.

Why Leadership is Failing

Leadership is hard. I mean real leadership. Not many people are good at it.  I’ve had a number of boss’s in my life, but only a few were actual leaders. I’ve been a boss a number of times and...

Office scene of a sales manager, overwhelmed by the chaotic task of hiring elite salespeople, amidst a flurry of papers and data

Hiring Elite Salespeople: The 1 Skill To Look For

Journey back with me to a time before A Sales Guy became a Sales Growth Company, when we were knee deep in the trenches of sales hiring.   Challenges in hiring salespeople Hiring, universally, is fraught...

Image depicting a person attempting DIY electrical work, highlighting the importance of effective sales training

5 Signs Your DIY Sales Training Isn’t Cutting It

The success of your business largely hinges on the success and effectiveness of your sales team. An inadequately trained sales team can lead to stagnant growth, plummeting revenue, and missed opportunities....

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Blogs

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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Blogs

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....

A visually striking representation of sales enablement, featuring a line of matches being skillfully lit, symbolizing the ignition of strategic and powerful sales practices.

5 Ways to Rethink Sales Enablement in 2024

Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among high level professional, to admit when things aren’t going smoothly. The competitive nature...

Image: A sales call scene where a seller passionately emphasizes the shift from a traditional sales mindset to one focused on curiosity and understanding, highlighting the importance of this transformative change in the sales approach.

Gap Sell Keenan 69: Ditch Your Sales Mindset

  Gap Selling is more than a new set of tactics for a seller. It is a profound shift in sales mindset that separates the good from the great. Having read the book, following our newsletters, or watching...

Frustrated Woman Swatting Away Obstacles Like Pesky Flies - These 5 Discovery Questions Are Killing Your Calls

These 5 Discovery Questions Are Killing Your Calls

Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and wasting valuable sales leads from the jump.   Stop asking these discovery questions For...

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