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Blogs
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...
The Prospect Said Yes, Why It Doesn’t Mean Sh*t
I’m sitting in a pipeline meeting and ask the rep if the deal will close. He confidently replies, “Yes!” “Great,” I say, “How do you know?” The rep responds, “The prospect told me. She said they’re going with...
Why Don’t Salespeople Know Their Numbers?
Salespeople are not leveraging their sales data. Don’t believe me? Off the top of your head, can you tell me your close rate for the last quarter? What about your average deal size over the past 6 months? Do...
A Sales Growth Company Survey Finds 47.6% of Buyer’s Purchase the Wrong Product or Service
In spite of, or because of, large buying committees, access to information, and strong referrals, buyers are still struggling to make the right choice in their buying decisions. In today’s hyper...
Never Ask a Buyer What They Want
As a buyer, have you been in a sales call where a seller keeps asking you what you want but you realize you’re not totally sure? I found myself in this situation way back when I decided to release the audio...
When a Deal Isn’t Worth it
When you’re in the business of providing services, the mutual respect between provider and client is everything. At A Sales Growth Company we pride ourselves on being flexible, innovative, nimble, and decisive...
Sales Got You Feeling Slimy? This is why.
Has someone asked you recently what you do and then when you tell them you’re a salesperson they give you an odd look? That bad taste of salespeople still plagues our world. The stereotypical...
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...
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....
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 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...
Blogs
Mavens of Modern Sales – Kevin McIntyre
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...
12 Step Program for Business
Change management psychology is as relevant as ever in business conversations. Countless theories exist about the best approach. However, there’s an old saying – “If it ain’t broke, don’t fix it.” Let’s take a...
When Companies Fail Their Sales Team
A couple months ago we talked about how salespeople can be their own worst enemy. However, very little in life is black and white. Today, we’re going to talk about how companies can be the root cause of their...
Coaching Sellers: What We’re Not Talking About
Coaching, especially in sales, is a cornerstone of effective leadership. I’ve long believed that coaching is an indispensable tool for driving success. Whether you’re leading a sales organization or managing...
Questions Every Manager Should Ask in Pipeline Review
How many pipeline meetings have you been a part of and heard things like “deal is looking good, waiting for feedback from the demo”, “I think we’ll close soon, they seem interested”? Far too many sales...
The Only Sales Enablement Framework You Need
Sales enablement, we see you, we hear you. You’ve been investing resources into training and developing salespeople. Despite your efforts, leadership is demanding evidence that your work is producing returns....
Mavens of Modern Sales – Paul Butterfield
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...
How to Scale A Sales Team
One of the members of this community asked me if I’d do a post on scaling sales teams. I thought his question was a good one. Would love to see you write a post on your thoughts on scaling a sales team that...
Mavens of Modern Sales: Jerry Pharr
Welcome to our new interview series, Mavens of Modern Sales, where we go behind the scenes with top sales executives to get their insights on leadership, strategy, industry trends, and more. In the inaugural...
4 Keys to Proactive Sales Management
I see this far too often. Sales management and sales leaders reactively manage their people. They reactively manage because they to manage to results. Results are a trailing indicator in sales. If you...
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....