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EBooks
Blogs
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...
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...
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...
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...
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...
Why Saving a Dying Deal is Almost Impossible (And What to do Instead)
It looks like a client of mine is about to lose a massive deal. A serious sales failure is unfolding and the root of the problem? The seller has no fucking clue what they’re selling. When I say that, I don’t...
The 4 Question Qualifying Process That Will Fix Your Pipeline
Let’s talk about the qualifying process. Qualifying prospects is an essential part of a fluid sales process for a couple of reasons. One, we don’t want to spend too much time on unqualified leads or...
What Your Customer Doesn’t Know That’s Costing You Sales
“No we’re all set.” “We’re happy with what we have.” “We’re not looking to change at this time.” How often have you heard any of these from potential clients? They’re words that stop most sales professionals...
4 Sales Mistakes That Drive Buyers Crazy
As a sales leader with decades of experience, I’ve developed a sharp eye for sales tactics – both good and bad. All these years, make me a real tough sell for any seller. Whether it’s a high schooler...
Blogs
Quarterly Sales Quota Calculator: Are You Gonna Make It?
Evaluating Your Q4 Sales Pipeline – The Sales Quota Calculator It’s the first week of October and the first week of Q4. Most of us have put Q3 behind us, good or bad and we’re squarely focused on making...
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...
The Power of Profit and Loss Statements in Driving Sales Strategies
Exploring the Intersection of Sales and Customer Profit and Loss Statements I’m starting a new weekly sales series focusing on business concepts. Business is at the core of sales. B2B sales don’t happen unless...
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. 8 Key Elements to Making the Most of Your Email...
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...
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...
Blogs
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...
The Difference Between Performance Reviews and Sales Coaching
Every time I ask a V.P. of Sales/CSO or even a sales manager if they have coaching methodology in place, I always get a similar answer; “Yes, we do them once or twice a year.” I then ask, are...
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...
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...
A Sales Manager’s Role is the Most Important Role in a Company
Your sales managers are the most important pieces of your sales organization. Not your reps, not your “visionary” VP, it’s the sales managers. Don’t believe me? Who is in the trenches day in and day out? Who...
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...
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...
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...
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...
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...
Tools
Blogs
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...
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
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
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...
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...
Blogs
25% of Leaders Doubt Enablement: How to Prove Your Worth
Enablement, sit up and take notice. Replicate Labs just released a new study, and the findings should raise some serious red flags for how your teaching efforts are being perceived. In their study, Replicate...
Improving Sales Forecast Accuracy With Buyer Input Data
Sales forecasts suck. They’re constantly inaccurate and consistently a thorn in the side of every sales leader. Despite investments in the latest CRM add-ons, forecast tools, and “new and improved processes”...
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...
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...
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...
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...
Live Sales Pitch – Gap Sell Keenan #72 – Does ASG Need Gamification?
This week on Gap Sell Keenan, we’re joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as...
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...
Blind Confidence in Sales: A Lesson in Problem-Relevant Solutions
The critical link between products and problems Connecting the dots between a product and its relevance to a specific problem is a critical aspect of Gap Selling. Recently, we found ourselves on the...
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....