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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. Below are 8 key elements to make sure you’re...

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...

Engage During Prospecting- “Why Should I Talk to You?”

Why should I talk to you? Before any sale can begin, the target of your efforts has to talk to you. They have to engage. Enter prospecting. I know, this is the most remedial concept in theory, but in practice,...

Not All Great Salespeople Make Great Sales Leaders

Not all great salespeople are cut out to be great sales leaders. It’s comparing apples and oranges. In this post, I want to unravel the reasons some people who excel at selling don’t necessarily shine when...

Sales Coaching Strategy: Observe, Describe, Prescribe

The Sales Coaching Partnership This is a common mistake I see in the sales world. So many people are constantly searching for others to handle things for them. I’ve always believed in the power of coaching,...

The Gap In Sales Training

Sales Training or Sales Education? Sales training, we’ve all been through it. In almost every case it’s about teaching us something new. I’m a fan of sales training because I’m a fan of learning. Anytime I or...

Sh*tty Company Culture? Fire The CEO

Building and Sustaining Company Culture: Leadership’s Role A company culture starts at the top. I’ve been in companies with phenomenal cultures where I bled the company red and I’ve worked at companies...

The Telltale Signs of a Sales Martyr: Unveiling Sales Leaders Resistance to Outside Help

Why Your Martyr Mindset Hinders Your Team’s Growth In the competitive world of sales, many sales leaders often find themselves shouldering numerous responsibilities, striving to boost sales team...

5 Keys to a Healthy Sales Organization

Nurturing a Healthy Sales Organization for Long-Term Success Sales is hard. I say it all the time. In particular, running, leading and building sales teams is hard. But, just because it’s hard doesn’t mean we...

Maximizing Sales Performance: The Best Sales Training Programs and Courses

Sales training is essential for any business looking to grow and succeed. It empowers sales teams with the knowledge, skills, and confidence to maximize their performance and reach their targets. In this blog...

Who is Responsible for Company Growth?

Build a Winning Sales Team: What Soccer Can Teach Us About Sales

So you want to build a winning sales team? Conventional wisdom probably leads you to believe that you need to go find the best salesperson in your industry and steal them from a competitor. But what if I told...

Sales Strategy Plans: 10 Must Have Elements

If the account vision is the compass of account management, then sales strategy plans and account plans are the ship. Sales strategy plans are where the execution happens. It’s the engine to successful account...

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...

Testimonial: How Matt Gahr and Emburse Increased Bookings 140%

Increased bookings, higher close rates, beat competitors more consistently – the outcomes Matt Gahr, CRO of Emburse achieved after implementing Gap Selling.   Emburse had recently completed a number...

Gap Selling Testimonial: Delivering BIG Results with Gap Selling

I love the success stories I get from people who’ve read Gap Selling.  It’s a blast to read when people share their own personal success stories about how Gap Selling has changed their career,...

Why Salespeople’s Product Demo’s Suck and What to Do About it!

Product Demos in the B2B Sales Process Product demos and free trials seem to be the thing these days, particularly in the realm of SaaS (Software as a Service). Everyone’s itching to get their mitts on...

What Are You Really Selling?

You’re Not Selling a Product Let’s get one thing crystal clear: if you can’t articulate what you’re selling, you might as well be walking blindfolded through a maze. Selling is not a guessing game, it’s...

Preparing for a Discovery Call: What You Need to Know

Strategies for Discovery Call Prep Discovery calls are the lifeblood of a sales professional’s success. There’s a reason every guru and influencer hammers on the importance of a discovery. Discovery calls are...

Gap Sell Keenan 61: Customer Centric Attitudes, Stay Out of Sell Mode

Put Your Customer First: Embracing a Customer Centric Attitude Customer centricity and problem centricity are the future of sales and marketing. Rather than pushing your products or services, customer centric...

Gap Sell Keenan 60: Don’t Default to a Product Pitch When You Get Stuck!

Avoiding the Pitfalls of the Product Pitch This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product....

Deceptive Sales Tactics: The Lie

Deceptive Sales Tactics Exposed I was a victim of the “lie” sales technique the other day and it pissed me off. I pulled into a gas station to fill up. While I was standing next to my car, a young man about 25...

Can You Pass The Question Test?

Would you like to take a question test that measures your ability to ask questions and improve your chance to win the sale?   Can you have a conversation by only asking questions? Do you think you...

Account Vision: The Key to Growing Your Accounts

The secret to successful account management lies in developing the account, not just selling to it. At the center of that development is account vision.   Unlike hunting and territory management, the...

Account Governance – What it is and Why YOU Need It

We’re going to be running a series for the next couple of weeks, focusing on account governance. I’ve chosen account governance, as it’s the underlying process to account management. I haven’t...

How To Optimize Sales with Your CRM: 9 Things That You Need in Your CRM

Does your CRM feel like more of a hindrance than a help when it comes to selling? It’s a common issue, but the problem likely isn’t the CRM itself. It’s probable that you and your...