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Flip The Script Series – Gap Sell Keenan Live Pitches

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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...

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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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1 Reason Deals End in No Decision

I rarely make purchases on behalf of the company. I have the opportunity to make plenty of them but it rarely happens. Why? Firstly, because I’m afraid. It’s not my money that I’m spending but I am entirely...

A laptop on a wooden desk displaying the word 'DISCOUNT' with a shopping cart icon on the screen. The desk has a mouse, a pair of glasses, and notebooks in the background, suggesting a workspace environment.

Should I Discount My Product?

So you’re thinking about offering a discount. Maybe sales are slow or you think a big client might balk at the pricing structure. Whatever the reason, you’re here because you’re considering taking a chunk out...

14 Ways CRMs Are Used Wrong

Your CRM is a tool. That’s all. And, like most tools, you have to us it correctly if want get the most out of it.   Learning to Use Tools Correctly Have you ever seen a little kid use a hammer for...

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The Secret to Killing Sales Quota

Quota, quota, quota. Ever feel like that’s the first thing you think about when you wake up and the last thing on your mind before bed? It’s a big one. What’s the secret to killing sales quota? It’s not more...

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One CRM Entry Every Opportunity Needs

There’s a whole bunch of stuff that goes into a CRM. Sometimes it’s useful, others it’s as useful as a screen door on a submarine. I don’t care what your CRM currently looks like or what requirements your...

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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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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...

A graphic with a bold title reading '11 Things Great Sales Leaders Don't Do.' The text is layered over black and red rectangles against a gray background. To the left, there is a white thumbs-down icon enclosed in a circle with an 'X' symbol, symbolizing actions to avoid.

11 Things Great Sales Leaders Don’t Do

This is a follow up to the 11 Things Great Salespeople Don’t Do. There are two sides to sales. The salespeople and the those that lead them. Each of them has a distinct and different role. Salespeople go...

The image shows a promotional graphic for an interview featuring Alicia Rasta. On the left, there is a photo of a woman with dark hair, glasses, and a light-colored jacket, smiling in front of a brick wall. On the right side, bold white text reads "Mavens of Modern Sales" with the name "Alicia Rasta" underneath. A red and gray background with a brushed effect frames the text, and the word "Interview" is displayed in the bottom left corner.

Mavens of Modern Sales – Alicia Rasta

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...

Illustration of a contract frozen inside a block of ice, with a hand using a torch to melt the ice, symbolizing the process of re-engaging or reviving a cold prospect.

The Simplest Way to Re-Engage a Cold Prospect

I feel pretty confident in saying one of the most frustrating parts of a seller’s life is dealing with a cold prospect. You’ve just had a dope call, the prospect is nodding along, seemingly salivating over...

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The Absolute Worst Leadership Type

I’m going to cut straight to the chase. The absolute worst leadership type – the good person who turns into an asshole as soon as they are promoted to a leadership role. Before you come for me, I know, a lot...

This image shows a dog digging intently in the sand on a beach at sunset, with its head fully buried in the sand and tail in the air. The scene could symbolize the relentless pursuit and focus needed to uncover specific, valuable qualities in top-performing sales reps, much like the dog persistently digs to find something hidden beneath the surface.

The Best Sales Qualities to Look For

One of the hardest tasks for revenue leadership is finding the right salespeople. Great sellers are the lifeblood of a successful business and not everyone has that edge. In this post, I want to zero in on the...

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What Separates Good Sales Training from Bad

Not all sales training is created equal. We’ve all been there, stuck in a half day session that feels like it’s never going to end, your to-do list continues to grow, and you can’t wait to check your email to...

A stick-figure character standing at a podium addresses a large audience of stick-figure characters, symbolizing leadership and communication. The context is about the importance of leaders admitting their mistakes and taking accountability

What Leaders Should Do, But Don’t!

With football season coming back, I was reminded of a blunder from the 2005 San Diego Chargers. It’s a story not about football, but about leadership.   The Drew Brees Trade For those of you who are not...

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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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