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Flip The Script Series – Gap Sell Keenan Live Pitches

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Image: A woman envisioning a stack of money in her dreams - What are you really selling

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

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...

How Government Mandates Shape The Sales Landscape

How Government Mandates Shape The Sales Landscape

The Influence of Government Mandates This week, I’m going to talk about government mandates.  Mandates are a BIG deal and affect every business in the country.  Knowing the mandates that govern your customers...

Inventory Turn What Salespeople Must Know

Inventory Turn: What Salespeople Must Know

The Ultimate Sales Guide to Inventory Turn and Inventory Velocity   I’m gonna take a break from economic indicators this week. Parts 1 through 4 of this series can be found below: Profit and Loss...

Selling Change: Embracing Customer Discomfort

Selling Change: Embracing Customer Discomfort

Selling Change Sales is predicated on change. Anyone disagree with me on this?  The whole point of selling or buying is change is required or desired. You want a new car, the company needs new design software,...

The Key Requirement To A Sales Qualified Lead

The Key Requirement To A Sales Qualified Lead

Understanding Sales Qualified Leads What qualifies as an opportunity and how do you identify a sales qualified lead when it comes along? Decision criteria can be all over the place depending on the individual...

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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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Image: Salesperson vs. Sales Leader - Illustrating the Distinct Roles - Not All Great Salespeople Make Great Sales Leaders

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...

The Gap In Sales Training

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...

Shitty Company Culture Fire The CEO

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...

5 Keys to a Healthy Sales Organization

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...

sales strategy plans help sales teams reach their goals

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...

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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

Image: A woman envisioning a stack of money in her dreams - What are you really selling

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

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...

Deceptive Sales Tactics The Lie

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

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

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...

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