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Flip The Script Series – Gap Sell Keenan Live Pitches

Blogs

A visually striking representation of sales enablement, featuring a line of matches being skillfully lit, symbolizing the ignition of strategic and powerful sales practices.

5 Ways to Rethink Sales Enablement in 2024

Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among high level professional, to admit when things aren’t going smoothly. The competitive nature...

Image: A sales call scene where a seller passionately emphasizes the shift from a traditional sales mindset to one focused on curiosity and understanding, highlighting the importance of this transformative change in the sales approach.

Gap Sell Keenan 69: Ditch Your Sales Mindset

  Gap Selling is more than a new set of tactics for a seller. It is a profound shift in sales mindset that separates the good from the great. Having read the book, following our newsletters, or watching...

Frustrated Woman Swatting Away Obstacles Like Pesky Flies - These 5 Discovery Questions Are Killing Your Calls

These 5 Discovery Questions Are Killing Your Calls

Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and wasting valuable sales leads from the jump.   Stop asking these discovery questions For...

Keenan, author of Gap Selling, passionately explaining the critical significance of comprehending the buyer's problem in the sales process. His engaging presentation emphasizes the role of understanding buyer challenges in effectively closing deals and achieving success.

Gap Sell Keenan 68: But What’s The Problem

  You’ve prospected well, you’ve set a meeting, you think it goes well, but the buyer disappears after. What happened? You botched it somewhere. A lot of sellers fail to effectively communicate and...

Keenan engaging with a sales representative in a competitive market, demonstrating why sales reps need to sell solutions and not products

Gap Sell Keenan 67: Selling in Competitive Markets

Selling in a competitive market can be a grind. Your prospects have been beaten down time and time again by competitors. They’ve likely chosen a competitor in the past and it’s possible, if not plausible,...

Keenan and a salesperson engaging in a sales call, discussing how to address critical business problems, leverage sales tools, and refine their sales strategy.

Gap Sell Keenan 66: Stick to the Business Problems

If you are a problem-centric, buyer-centric, customer-centric, solution-centric, pick a fucking buzzword seller then you need to have a clear grasp of the problems you solve. While you may address numerous...

Image of Keenan in a Gap Sell Keenan episode emphasizing the importance of 'Good Selling' by stopping the practice of telling buyers what they're experiencing during a sales call

Gap Sell Keenan 65: Good Selling is Not Telling

There’s a theme developing over the last few episodes of Gap Sell Keenan. There’s a lot of telling and not a lot of asking. What separates a good selling from the average? The really good salesperson has the...

Overcoming Objections: Stop Discounting!

There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge of overcoming objections and price negotiations. ‘Should I drop my price to secure a deal?’...

EBooks

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Blogs

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...

EBooks

Videos

Tools

Blogs

Image depicting a person attempting DIY electrical work, highlighting the importance of effective sales training

5 Signs Your DIY Sales Training Isn’t Cutting It

The success of your business largely hinges on the success and effectiveness of your sales team. An inadequately trained sales team can lead to stagnant growth, plummeting revenue, and missed opportunities....

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...

EBooks

Videos

Tools

Blogs

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...

EBooks

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Blogs

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....

A visually striking representation of sales enablement, featuring a line of matches being skillfully lit, symbolizing the ignition of strategic and powerful sales practices.

5 Ways to Rethink Sales Enablement in 2024

Acknowledging a weakness is the first step towards improvement. Our society has created a hesitancy, especially among high level professional, to admit when things aren’t going smoothly. The competitive nature...

Image: A sales call scene where a seller passionately emphasizes the shift from a traditional sales mindset to one focused on curiosity and understanding, highlighting the importance of this transformative change in the sales approach.

Gap Sell Keenan 69: Ditch Your Sales Mindset

  Gap Selling is more than a new set of tactics for a seller. It is a profound shift in sales mindset that separates the good from the great. Having read the book, following our newsletters, or watching...

Frustrated Woman Swatting Away Obstacles Like Pesky Flies - These 5 Discovery Questions Are Killing Your Calls

These 5 Discovery Questions Are Killing Your Calls

Traditional discovery questions are garbage and they’re ruining your sales processes, causing buyer fatigue, and wasting valuable sales leads from the jump.   Stop asking these discovery questions For...

Overcoming Objections: Stop Discounting!

There is a daily discussion, dilemma, hot take, whatever you want to call it that plagues salespeople: the challenge of overcoming objections and price negotiations. ‘Should I drop my price to secure a deal?’...

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...

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...

EBooks

Videos

Tools