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Blogs
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...
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...
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...
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...
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,...
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...
Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive
When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings, and one friend of a friend to call when I got there. I had recently completed a Master’s...
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?’...
Gap Sell Keenan 64: Asking the Right Sales Questions
If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople have is not asking the right sales questions. They don’t fully understand where they are trying to carry the...
EBooks
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
The Great Sibling Swap – (HR and Sales Leaders Edition): A Lesson in Vetting Sales Training
For those of you who have siblings, follow along (and if you don’t – well, skip this part). Remember when you and your sibling tried to get permission for something cool from your parents? You and...
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....
Sales Management Tools: The Behaviors vs. Results Matrix
Managing a team effectively is akin to fine-tuning an engine. Every piece must work effectively and in coordination with each other. One of my all-time favorite management tools? The Behaviors vs. Results...
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...
Blogs
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...
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...
Tools
Blogs
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....
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...
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...
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...
Sales Psychology: Are You Emotionally Attached or Emotionally Invested? The Difference Is Massive
When I was 24 years old, I moved from Boston to Rome with 4 suitcases, no job lined up, a meager amount in savings, and one friend of a friend to call when I got there. I had recently completed a Master’s...
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?’...
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...
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...