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Blogs
Sales Questions: 4 Factors to Keep in Mind for Killer Discoveries
There is no debate that questions are at the core of selling. There isn’t a sales guru, training, blog or sales video channel that doesn’t espouse the importance of questions in managing a sale. That debate...
Buyer’s Motives: Get Inside Your Buyer’s Head
Change is at the center of selling — period! No change, no sale. I’m on the record of saying this a thousand times. There will be no sale without a motivation to change. Therefore, to understand selling and to...
How to Sell Better: Understanding the Customer’s Business
If you want to sell better, sell more effectively, and close more deals, you need to understand your customer’s business inside and out. This means doing your research on their environment and asking the...
Sales Mindset: If you Don’t Want it, You Won’t Succeed
To be a good salesperson, you need to have a great sales mindset. You need to want to be a great salesperson. If you don’t want something you’re unlikely to be good at it. How many times have you heard some...
Sales Success in a Recession: Why Your CRM is the Key to Higher Win Rates
Now that we understand our ICP, Business Problems, and we understand that features are not going to win in a recession it’s time to place the final puzzle piece. We need to draw our attention to the most...
The 3 Sales Environments – Prospect Doesn’t Know They Have A Problem
Part 3 of the 3 sales environments: The prospect doesn’t know they have a problem and don’t know that anything needs to be solved. There are only 3 sales environments. That’s it. All sales,...
Selling in a Recession: Unlocking Hidden Value through Business Problems
The current economic climate has a created a unique set of challenges for businesses and their sales teams. In a recession, cash flow is king. Companies are looking for ways to optimize their operations and...
The 3 Sales Environments – Prospect Knows the Problem but not the Solution
Part 2 of the 3 sales environments: The prospect knows they have a problem but doesn’t know how to solve it. There are only 3 sales environments. That’s it. All sales, regardless of product or...
Selling in a Recession: Shrink Your ICP
Look, selling in a recession is tough. Every salesperson in the world is looking at their quota and trying to figure out how they’re going to hit their numbers when companies are tightening their budgets....
The 3 Sales Environments – Prospect Knows The Problem and Solution
There are only 3 sales environments. That’s it. All sales, regardless of product or complexity, will fall into one of these three environments. Knowing which environment your selling in is critical. This is a...
Blogs
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,...
Prospect on LinkedIn Without Being a Pesky Salesperson
LinkedIn is a great tool for selling and prospecting, but most salespeople are using it wrong. They’re treating it it’s a phone call or an email and spamming people. We’ve all gotten them...
Blogs
4 Must Have Elements of a Sales Coaching Cadence
Sales coaching is the most valuable element of a sales team. If you don’t buy into this, you can stop reading. This post is about getting the most out of coaching your people, why sales coaching is important,...
The 3 Key Elements to Effective Sales Coaching
Sales coaching has one purpose and that is to make the salesperson better. It’s that simple. Coaching is about analyzing what a salesperson is doing in order to enhance their skills and improve their...
The 5 Sales Leadership Styles
There is nothing more important than the sales leader when it comes to driving revenue and creating successful sales organizations. Sales teams live and die on the strength and ability of its leaders. There...
Coaches Don’t Play
This one is real simple – Coaches don’t play. Coaches coach, players play. Back in 2011, the New England Patriots and New York Jets were scheduled to meet in the playoffs. In the week...
Sales Performance Metrics: 6 Killer Individual Sales Stats to Measure Your Sales Reps
Quota attainment is not the end all be all when it comes to measuring sales representative performance. Over analyzing all the data we can collect is also inefficient and useless. We need to find the happy...
8 Reasons Great Leaders Let People Fail
Sales leaders – do you let people fail? How comfortable are you letting failure happen? Are you OK letting your sales manager make a mistake? Are you OK letting the sales rep lose a deal? What do you do...
Sales Coachability – Why it’s the Most Important Trait for a Sales Employee
There is one trait that if a salesperson does not have I will not hire under any circumstances, no exceptions. I say the same thing to my clients, do not hire salespeople who don’t have this skill....
5 Keys to the Best Sales Training
The Best Sales Training or Just Sales Training? Sales training has been around for about 75-100 years. In spite of its longevity, the jury is still out, as many organizations wonder does sales training...
The 8 Questions Every Sales Manager Needs To Ask In A Deal Review
It’s a sales manager’s job to know whether or not a salesperson is going to make quota. Part of that process is understanding what deals are real and will close, and which won’t. Deal reviews...
Blogs
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,...
Tools
Blogs
Educate Your Buyer – 3 Benefits of Market Expertise – Lessons From Gap Sell Keenan Episode #57
Personalization, credibility, and value – probably the 3 most common buzzwords in the sales world today. Being a market expert gives you the ability to accomplish all 3. As a sales rep, your success depends on...
Demo During Discovery: A Dangerous Mistake – Lessons From Gap Sell Keenan Episode #56
Pushing a demo during discovery is dangerous. As sales professionals we get excited about the products we sell. We want to show people how great they are, that’s a natural feeling. But if you push too...
The Freedom Box: Unleashing the Full Potential of Your Employees
At ASG we have a unique company culture and one of the key characteristics of that culture is what we call the Freedom Box. In short, the Freedom Box is allowing our employees to do their job as they see fit....
How to be a Better Seller: Give a Shit
If you want to learn how to be a better seller, start here: give a shit! This is the story about a salesman who missed one crucial aspect of selling – he put his needs and wants before his clients....
Grow Sales By Identifying Your Prospect’s Problem
Do you know what problems your customers might have, probably have or most certainly have? When you reach out to a customer or prospect, do you have a good idea what problems they are challenged with BEFORE...
Discovery Fatigue is Real
I want to talk about something I’ve seen a lot of and I want to set the record straight. Discovery fatigue. The other day I was reading a LinkedIn post where someone was talking about you must...
Sales Culture Needs to Change: Sales Objections – The Costly Sign of Horrible Selling
Let’s talk about sales objections. Part 4 of why the sales culture needs to change. Sales objections are the quintessential sign that you sold it wrong. Let that sink in for a second. If you’re getting...
Gap Selling Lessons From Wolf of Wall Street
Gap Selling Lessons From Wolf of Wall Street: At this point most, if not all, of us have seen this scene from Wolf of Wall Street. It’s cheesy, sleazy, gross, manipulative, pick an adjective. But, there...
Sales Culture Needs to Change: This is a Horrible Discovery Question
Part 3 of Why the Sales Culture today sucks. Bad discovery questions are ruining your credibility and discounting the entire profession. We’ve become manipulative talking heads. We need to break free....
How To Know When A Deal Is Ready To Close
I’ve spent a lot of time with a lot of sales people and one of the biggest problems I see is rarely, too rarely, do sales people know when a deal is ready to close. Unfortunately, sales people rely on...
