Podcasts about gap selling

On this episode of RevOps Unboxed, Sandy sits down with Keenan, CEO of A Sales Growth Company & Bestselling Author of Gap Selling. They discuss the ASG Revenue Speed model, the role frontline sales managers need to play in an organization, the keys to a good relationship between Ops and Enablement, and more.

Discovery ist der Schlüssel zum Erfolg im Software Sales und IT Vertrieb. In dieser Episode lernst du die 8 besten Fragen kennen, mit denen du deine SaaS Sales Discovery meisterst. Du erfährst, wie du vom Verkäufer zum Trusted Advisor wirst, was die wahren Ziele eines Discovery Calls sind und wie du dich optimal auf jedes Gespräch vorbereitest. Egal ob du SDR, AE oder Sales Leader im Software Vertrieb bist – diese Fragen bringen Struktur, Tiefe und höhere Win-Rates in deinen Sales-Prozess. Ressourcen: Download "Discovery Preparation Template": https://2ly.link/25oa7 zur Software Sales Formula: https://www.softwaresalesformula.com kostenlosen Termin buchen: https://2ly.link/24kPi Kickscale Extended Free Version: https://2ly.link/1zdl4 Timestamps: (00:00) – Warum Discovery wichtiger ist als Closing (01:30) – Die größten Fehler in Discovery-Meetings (03:00) – Was ist das Ziel von Discovery? (04:30) – Gap Selling: So findest du echte Probleme (06:00) – Impact und Business Value entdecken (07:00) – Trusted Advisor statt Verkäufer (08:30) – So bereitest du Discovery-Meetings richtig vor  (10:30) – Die 8 besten Discovery-Fragen im Sales (14:00) – Die Impact-Frage (15:00) – Die So-What-Frage (17:00) – Die Relevanz-Frage (18:00) – Champion- und Entscheider-Fragen (21:00) – Was passiert, wenn wir nichts tun? (22:00) – Warum JETZT der richtige Zeitpunkt ist (23:00) – Fazit: Discovery als Erfolgshebel im IT-Vertrieb  (24:30) – Deal Formula: Das System für mehr Win-Rates Infos: jiri@softwaresalesformula.com https://www.softwaresalesformula.com 

Want to generate high quality leads from a podcast?Get free training:  https://voics.kit.com/qualified-leads Ready to close deals like never before?This episode will change how you approach every sales call.Ned Phillips, founder of The Sales Movement, and a veteran in the fintech world,  joins us on Kickoff Sessions to break down the exact strategies that helped him turn every “no” into an opportunity. With years of experience helping startups drive more revenue, Ned reveals how he's built a winning sales mindset that's resilient, effective, and result driven.From mastering the art of listening to crafting compelling stories that close deals, Ned shares actionable insights to elevate your sales approach and get real results. You'll learn how to handle rejection like a pro, create an environment where sales thrive, and use digital tools to improve every step of your sales journey.We also dig into the common mistakes holding most salespeople back—and how Ned learned to overcome them to build a career focused not just on selling, but on creating impact and meaningful connections.Don't forget to like and subscribe for more episodes like this!Connect with NedLinkedIn: https://www.linkedin.com/in/ned-phillips/My Socials:Instagram - https://www.instagram.com/darrenlee.ksLinkedIn - https://www.linkedin.com/in/darren-lee1(00:00) Preview and Intro(00:33) The Reality of Getting Leads(03:25) The Importance of Cold Calling(05:38) How To Build a Sales Team(09:17) Ned's Approach to Sales(13:21) Cold Calling Tactics from the Early Days(16:37) Learning to Handle Rejection(19:52) Stages of Sales Competency(24:50) Gap Selling and Understanding Client Goals(27:09) Storytelling Over Product Marketing(30:28) Overcoming Rejection with Storytelling(34:30) Effective Cold Outreach Techniques(38:50) The Importance of Targeted Sales Efforts(43:00) Importance of Continuous Effort is in Sales(54:45) Decoding the Sales Process(57:52) Self-Admission and Imagery Techniques(01:01:02) The Problem with Sales Scripts(01:06:17) Leveraging Content in Sales(01:08:27) Importance of First Impressions(01:13:52) Challenges in B2B Tech Sales(01:17:02) Sales FundamentalsSupport the show

Overview • Introduction: Brief introduction to the company's vision, goals, and key values. • Systems Setup: Instructions for logging into company systems and understanding the Perform Platform. • Initial Expectations: Overview of daily, weekly, and monthly expectations for new hires. • Mindset and Culture: Importance of a positive mindset, commitment to excellence, and integration into the team culture. Host Information • Name: David Reed • Title: VP of Sales, Sales Transformation Group • Instagram: @_dreed86_ • Email: David.reed@salestransformationgroup.com Key Topics Module 1: Getting Started on the Right Foot • Company Overview: Introduction to the company's story, vision, and core values. • Logins and Systems: Setting up logins and understanding the Perform Platform. • Expectations and Mindset: Emphasis on daily, weekly, and monthly expectations, commitment to excellence, and maintaining a positive mindset. • Book List: Recommended readings include “Fanatical Prospecting,” “Way of the Wolf,” and “GAP Selling.” • Structuring Your Day: Time management, role-playing, and social selling. • Team Culture and Communication: Importance of partnerships and effective team communication. Module 2: CRM + List Building • CRM Overview: Introduction to CRM terms, definitions, and statuses. • Analyzing Leads: How to filter and analyze leads for high-priority opportunities. • List Building Flow: Process from creating big lists to cherry-picking smaller, targeted lists. • Best Practices: Strategies for reaching out, including using Google Reviews and marketing activities. Module 3: Cold Calling/Door Knocking Theory • Ideal Customer Profile: Identifying green and red flags in potential customers. • Tonality: Emphasis on the importance of voice tone and delivery during calls and door knocking. • Call/Knock Structure: Framework for opening, body, and closing of cold calls and door-knocking interactions. • Questions: Key questions to ask during calls and door-knocking to uncover pain points and qualify leads. Module 4: Cold Calling/Door Knocking - Qualifying Questions • Script Development: Crafting effective cold-calling and door-knocking scripts. • Execution: Best practices for making calls and door-knocking, including role-playing and reviewing recorded interactions. • Advanced Strategies: Techniques for pacing, pausing, and getting past gatekeepers during calls and door knocking. Module 5: Cold Calling/Door Knocking - Objection Handling • Common Objections: Strategies for handling typical objections like “not interested,” “no time,” and “email me” during calls and door knocking. • Role Playing: Practicing objection handling through role-playing exercises. • Mindset: Maintaining a positive and curious mindset during calls and door-knocking. Call to Action Request your complimentary copy of our leadership ebook by emailing david.reed@salestransformationgroup.com Contact us for more information For more insights and resources, visit our website at salestransformationgroup.com, or email David directly at David.reed@salestransformationgroup.com Let's transform your business together!

In this episode of the State of Sales Enablement, Felix Krueger talks with Paul Butterfield and Keenan, two veterans in the sales enablement space. Paul Butterfield, known for his work at the Revenue Enablement Society, and Keenan, the author of "Gap Selling," bring their extensive experience to discuss the Revenue S.P.E.E.D. Model and how it can help can bridge the divide between skill development, opportunity management, and forecasting. Here are some of the questions Paul and Keenan tackled:What are the common disconnects between the skills management layer and the opportunity management layer in sales enablement?How can sales enablement professionals ensure their efforts are directly connected to revenue outcomes?How can organizations effectively capture and utilize buyer input data to improve sales outcomes?What are the key elements of a successful sales enablement strategy that aligns with both skills development and business objectives?Connect with Keenan: https://www.linkedin.com/in/jimkeenan/Learn more about the S.P.E.E.D. model:https://salesgrowth.com/revenue-speed-model/Connect with Paul Butterfield: https://www.linkedin.com/in/paulrbutterfield/Connect with Felix Kruegerhttps://www.linkedin.com/in/hfkrueger/

Have you ever wondered why some sales teams consistently hit their targets while others struggle? Keenan, CEO of A Sales Growth Company and acclaimed author behind "Gap Selling," rejoins me on the podcast to unravel the secrets of enabling high-performing sales teams with his innovative S.P.E.E.D. model. Gain insights into creating enablement impact by prioritizing actual sales performance outcomes and aligning strategies with critical business metrics sales leadership uses. Learn about integrating the three layers of training, skill development, and forecasting into your enablement framework and how to embrace the shift from traditional enablement to a results-driven approach. With the S.P.E.E.D. model, enablement teams will empower sales teams to succeed by focusing on what truly matters—the tangible impact on business metrics and organizational growth. Keenan and I unpack:The details behind the S.P.E.E.D model and why it worksThe three layers of S.P.E.E.D. that align enablement to revenue success The critical sales metrics all Enablement teams need to internalizeHow to assess the current state, identify gaps, and make improvementsKeenan is the CEO/president and chief antagonist of A Sales Growth Company. With over 20 years of sales experience, he has long influenced, learned from, and shaped the sales world. Keenan calls it as he sees it and lets nothing and no one go unnoticed. He is the celebrated author of Not Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You and Gap Selling: Getting the Customer to Yes: How Problem-Centric Selling Increases Sales by Changing Everything You Know About Relationships, Overcoming Objections, Closing and Price.Gap Selling has been voted among the sales community as one of the best sales books ever.Father of 3 amazing girls, PSIA Certified Level 2 ski instructor (see, more coaching), and avid Boston sports fan, Keenan keeps crazy busy when he's not focused on A Sales Growth Company.Please subscibe on Apple, Spotify or Google.

In the martial arts there are rumors of secret techniques. DEATH TOUCHES. Techniques by which those in possession of can DOMINATE their environment and ascend to godhood. In sales... There is "The Gap." A mythical ideal. Oft searched for, rarely ever found. Bad and good sales managers alike preach "find the gap" and "build value" to their salespeople. But NOBODY ACTUALLY KNOWS WTF that shit means. Until now. Gap Selling. The Dark Arts. Behold. Immortality.

In this episode, Jeff interviews Paul Butterfield, a sales and revenue enablement expert with more than two-and-a-half decades of experience, is a certifiable leader in the industry who founded the Revenue Fly Real Group. His perspective on sales enablement, shaped by his extensive background in sales leadership, is that it's an indispensable tool in fostering sales team development and success. He underlines the significance of integrating sales, customer success, and other departments to facilitate a flawless customer journey. Key Takeaways: Investing in sales enablement is crucial for companies to support their sales teams and enhance customer interactions. Sales methodologies like customer-centric selling, gap selling, and triangle selling provide sales teams with frameworks to improve business acumen and have meaningful conversations with prospects. Developing customer-centric sales organizations in a commoditized industry involves understanding customer needs and tailoring sales approaches to differentiate. Conversational intelligence and CRM tools play a crucial role in evaluating sales team performance. LinkedIn Sales Navigator is an essential tool for social selling and developing appointments by connecting with prospects and customers. Helping new sales reps achieve a quick win is crucial to boost their confidence and motivation early on. Sales 3.0 Revenue Enablement Excellence Awards recognizes impactful enablement solutions with real case studies and revenue uplift measures. Find out more about Paul https://www.revenueflywheelgroup.com/ Connect on LinkedIn https://www.linkedin.com/in/paulrbutterfield/ Find out more about Jeff https://jgsalespro.com/⁠⁠⁠⁠ Connect with Jeff on LinkedIn: https://www.linkedin.com/in/jeffgoldbergsalescoach/

Super excited to welcome Keenan to the show this week to kick off another great season of Merchants of Change!!As a Best-Selling Author, Founder, and CEO, Keenan brings a wealth of knowledge and experience in sales, making this a must-listen conversation!He pulls no punches, tells it like it is, and is convicted in his opinions not because they get impressions, but because he actually believes them.----------------------Connect with us on social @shiftathlete on all platforms! Learn more about Shift Group at shiftgroup.ioToday's guest: https://www.linkedin.com/in/jimkeenan/Gap Selling: https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001To our Athletes & Veterans: We will find you a career that you love, over prepare you for success, and connect you with great companies where you will grow, learn, and earn consistently.To our Hiring Partners: We will help you find the best candidates in the world that will outwork, outlearn, and outperform your highest expectations. We will work closely with you to match our candidates to your leadership style, your culture, and your expectations for performance.6:55 Transition to Sales16:05 Writing His Book's Not Taught & Gap Selling29:17 What is Gap Selling38:55 Advice to Athletes/Veterans

Keenan, a renowned author and founder of A Sales Growth company in a deep dive into the intricacies of sales development in the tech industry. The podcast delves into the value of real sales calls for educational purposes, with Keenan critiquing live pitches based on his Gap Selling methodology. Common pitfalls in sales pitches: a lack of problem identification and the tendency to push products without understanding the client's needs. Keenan emphasizes the importance of diagnosing a potential client's issues before attempting to sell, akin to a medical professional diagnosing a patient. He criticizes the sales industry's focus on product-centric approaches over developing a deep understanding of the client's business problems and their impacts.David and Keenan. discuss the challenges in sales training and the disconnect between sales enablement efforts and measurable business outcomes. They argue for a shift towards outcome-oriented sales training, where the success of sales enablement initiatives is directly tied to improvements in key sales metrics. The conversation concludes with actionable advice for sales professionals looking to improve their craft, including the importance of building a problem identification chart and adopting a diagnostic mindset in sales calls.Listeners of this podcast episode gain a comprehensive understanding of the current sales development landscape, the importance of aligning sales strategies with business outcomes, and practical strategies for enhancing sales effectiveness. Through Keenan and David's insightful discussion, sales professionals and leaders are equipped with the tools and perspectives needed to thrive in today's competitive sales environment.https://salesgrowth.com/

What's the most common trait we see amongst successful entrepreneurs?They're all masters of sales.Today, we're sitting down with Keenan, author of Gap Selling and CEO of A Sales Growth Company.Keenan has helped companies increase sales by 300%, built sales teams for multi-million dollar mergers and stopped negative sales growth for all types of companies, from start-ups to Fortune 25.In this episode, we explore the art and science behind effective sales strategies that resonate deeply with customer needs. Keenan reveals the secrets of 'Gap Selling,' debunks traditional closing myths, and shows us how to genuinely address customer problems to drive sales. He also shares his insights on assembling a top-notch sales team and the importance of a value-driven sales process.Discover how reactivating dead leads, building relationships, and establishing credibility can transform your sales approach today.Found value in this episode? Make sure to like, comment and subscribe for more!Keenan's LinkedIn: https://www.linkedin.com/in/jimkeenan/My Socials:Instagram: Darrenlee.ksLinkedIn: Darren LeeTwitter: Darren_ks(00:00) Preview and Introduction (01:18) Decoding The Byers Psychology (05:12) There's No Such Thing As Closing?(06:38) The Biggest Mistake Most Salespeople Make(11:13) Handling Sales Objections(15:31) The Art of Gap Selling(19:30) How To Reactivate Dead Leads(22:30) Do Relationships Really Matter?(28:01) How To Get Positive Responses(34:50) The Impact of Sales on Keenan's Life(38:10) Dealing With Negative Prospect Interactions(43:00) Building Confidence For Sales(48:33) How To Build A Winning Sales TeamSupport the show

¡Es 5 veces más fácil cerrar un negocio con un cliente actual en lugar de conseguir un cliente nuevo! En este episodio del vender diferente podcast, estoy con Alejandro Peñaloza donde hablamos sobre cómo prospectar y hacer crecer a las cuentas claves. Alejandro es experto en temas de "Account Management" y cómo utilizar el mapa de influencia en una conversación con un contacto. Destaca la importancia de la venta consultiva y el "insight selling" en el manejo de cuentas claves, y brindamos ejemplos prácticos usando Xerox de la venta de medicines. De verdad, NO HAY mucha diferencia entre un medico y un vender y en entonces episodio explicamos las razones por la cual que pensamos así. Si quieres vender más y con menos esfuerzo te recomiendo 100% este episodio. Puntos claves Una cuenta clave es aquella que tiene potencial de crecimiento y está dispuesta a establecer una relación estratégica con nosotros. Es importante tener perfiles de clientes y buscar similitudes entre nuestros clientes actuales y los clientes potenciales que podrían convertirse en cuentas claves. El mapa de influencia es una herramienta útil para identificar a las personas clave dentro de una cuenta clave y establecer relaciones con ellas. La venta consultiva y el insight selling son fundamentales en el manejo de cuentas claves, ya que permiten ofrecer ideas y experiencias valiosas que potencien al cliente. La metodología de Account Management es esencial para ser más eficiente en el manejo de cuentas claves y maximizar el relacionamiento dentro de la cuenta. Comprender profundamente el tema que se está vendiendo es fundamental para tener éxito en las ventas. El efecto del frío en el metabolismo puede ser utilizado para adelgazar y acelerar el metabolismo. Cambiar la percepción del cliente es un desafío, pero es fundamental para lograr ventas exitosas. La metodología de Gap Selling puede ayudar a cambiar la percepción del cliente y cerrar ventas. Existen diferentes tecnologías que pueden ayudar a hacer crecer cuentas claves y realizar ventas estratégicas de alto ticket. Para tener una mejor vida, es importante vivir intensamente, amar intensamente y dejar un legado.

This week, get your notepads at the ready as we sit down with the one and only Keenan — sales genius and master behind Gap Selling. From exposing the cold, hard truth about outbound to uncovering the secrets of risk-based selling, Keenan is the gift that keeps on giving.Jack & Zac, WHAM's cold-calling enthusiasts, get a reality check from the man himself, as he spills the beans on why outbound is f*cked and how to know if you're doing it right. The gloves are off as we take on the nitty-gritty of emotional selling, debunking myths, and challenging norms. Discover how to build rapport quicker, present yourself as an industry expert, and seal the deal! Don't miss the episode that's not just about sales — it's about rewriting the rules.====================================================

Welcome to the Global Sales Leader Podcast, where we dive deep into the world of sales leadership with industry experts. In this episode, we are joined by Keenan, a renowned sales thought leader and the mind behind Gap Selling. Keenan shares his insights on the role of critical thinking in sales, the impact of artificial intelligence, and the secrets to being in the top 1% of your profession. Unlocking the Micro Layer of AI in Sales: In this episode, Keenan provides a unique perspective on the applications of artificial intelligence (AI) in the sales process. While acknowledging potential use cases at the microlayer for AI, he emphasizes that his focus is on critical thinking. Keenan argues that AI, at its current stage, cannot be a critical thinker, primarily relying on black-and-white data. The Complexity of Selling: Keenan passionately expresses his belief that selling is a highly complex process rooted in critical thinking. He asserts that AI falls short in understanding the nuances of each sales interaction, as no two sales are identical. Keenan challenges the notion that communication is the sole factor in sales success, emphasizing that effective communication is a highway, but critical thinking is the process that truly matters. He believes that Gap Selling is all about challenging salespeople to engage in critical thinking and problem-solving from the very beginning of the sales process. The Essence of Likability and Credibility: Discussing the importance of likability and credibility, Keenan challenges the conventional wisdom associated with being likeable in sales. He argues that trust, not necessarily likability, is the key element in influencing buying decisions. Keenan emphasizes the significance of credibility, believing that being credible and having the necessary skill sets are crucial for gaining trust. He debunks the idea that being likeable is essential and underscores the need for providing value and solutions that can drive change. The Power of Critical Thinking in Sales Leadership: Keenan delves into his leadership philosophy and highlights the critical role of critical thinking in sales leadership. He emphasizes the need for leaders to challenge their teams to think critically, take ownership of their work, and understand the root causes of challenges. Keenan believes that effective leadership involves guiding individuals to recognize the need for change and providing the tools to navigate it successfully. Analytical Thinkers in Sales: Drawing on his experience, Keenan distinguishes between different types of salespeople and identifies analytical thinkers as adept at critical thinking. He contrasts them with the flashy sales methodologies of the 1980s, emphasizing the need for a deeper understanding of customers' pain points. Solution Selling and Building Trust: Keenan discusses solution selling, drawing on principles from his book. He shares insights on the importance of trust, credibility, and understanding the customer better than they know themselves. Lessons from Personal Experiences: Reflecting on his journey, Keenan shares experiences from his foray into golf and skiing. He emphasizes his commitment to being the best at whatever he pursues and draws parallels between his athletic endeavours and professional life. Navigating Failures and Maximizing Learning: Keenan opens up about his failures, particularly in the businesses he started before Gap Selling. He views failures as opportunities to maximize return on investment and encourages others to fail forward. Don't miss out on the opportunity to learn from industry experts and gain the edge you need to thrive in the ever-evolving sales landscape. Subscribe to Jason Cooper's Global Sales Leadership Podcast now and unlock the secrets to sales success. Get ready to elevate your sales game and achieve extraordinary results!

Rachel Mae is a dynamic and results-driven sales professional with a passion for excellence in the field. Armed with a robust understanding of sales methodologies, Rachel has honed her skills through years of experience and continuous learning. Her journey in the world of sales took a transformative turn when she encountered the groundbreaking approach outlined in "Gap Selling" by Keenan. Embracing the principles of Gap Selling, Rachel has not only elevated her own performance but has also become a catalyst for positive change within her sales team. With an unwavering commitment to understanding customer needs and providing tailored solutions, Rachel Mae embodies the essence of Gap Selling, driving meaningful conversations and building lasting client relationships. Through her application of Keenan's methodology, she has become a true advocate for value-driven sales strategies, setting her apart as a leader in the competitive realm of modern sales.

Join us this week as Dan & Lloyd share how we bagged £125K in new business last month! From the art of 'qualifying out' prospects with strategies borrowed from top sales books like MEDDICC by Andy Whyte and GAP SELLING by Keenan, to the surprising realisation that customer perception can sometimes matter more than actual results. We spill the beans on our own missteps and successes and highlight why ongoing, genuine relationship-building can be the golden key to unlocking major deals.Try Adobe Express (pod sponsor).

The best-selling author of "Gap Selling" and CEO of A Sales Growth Company, this industry expert learned to sell at a young age, convincing his open-minded mother to allow unconventional decor in his room. Leveraging 37 years of sales experience, he transforms struggling businesses, having helped raise millions in funding, built teams for major mergers, and reversed negative sales trends. Recognized as a 2014 Forbes Top 30 Social Sales Influencer, his insights can be found in leading publications and on LinkedIn under #keenanvids.Check out Keenan on LinkedIn and Twitter.

Join us on this episode of Pit Stops To Podium as we welcome Keenan, the CEO & President at A Sales Growth Company. With 37 years of sales experience and the author of the best-selling book "Gap Selling," Keenan brings immense knowledge to our discussion. Recognized as a top influencer in social sales by Forbes, his expertise has been featured in publications like Fast Company, Harvard Business Review, Sloan MIT, and Inc. In this episode, Keenan will share valuable insights on diagnosing and understanding "The Gap" within the sales process, along with the importance of opportunity management and how to transition from a product-centric selling approach to a problem-centric selling approach. Chapters: 00:00 - Intro 01:06 - Who Is Keenan? 03:04 - Fun Facts About Keenan 06:06 - What Is the Gap? 10:13 - Effective Tools or Questions to Discover the Gap 14:19 - Why Sales Reps Focus On The Product Instead of the Problem 16:25 - Coaching Reps for Urgent Deal Closure Based on Customer Goals 21:42 - Engage With Keenan //ENGAGE WITH KEENAN Sales Growth Website Keenan LinkedIn //SUBSCRIBE! Subscribe to RevPartners YouTube Channel New "pit stops" every week. Join our growing community!   //STAY AWESOME &  DO IT BIG!! Website: revpartners.ioListen on Spotify and Apple Podcasts

In this episode, I'm researching what's really working on the frontline.In under a year, Zack Hazlett went from Sales Development Representative to Account Executive. And as an SDR 95% of the meetings he booked were set through cold outreach and was responsible for influencing $4.5m in revenue. Now, as an Account Executive he sources and closes his own deals.During our interview Zach opens up about how when he first joined AirGarage as an SDR things didn't come easy. It wasn't like things just clicked right away. We dive deep into his aha moment where he realized that if he was going to be his best he was going to have to be real with himself. This is an amazing story of how when you're totally accountable and self disciplined, you accomplish anything.#salesconsultantpodcast #sdr #accountexecutive #toprep #salescareer #accountability #selfdisciplineTime Stamps:[2:00] We learn about what AirGarage does and how they are modernizing parking operations.[3:40] Got into sales through a sales internship with a local utility company. You don't see sales internships very often so this is good to see. He ended up transitioning to full-time.[5:00] While Zack has been recently promoted from SDR to AE, things didn't start out so good for him. He talks about how he struggled to perform when we first started with AirGarage and the realization that he had to turn things around.[7:50] Shares a story about being coached by his new VP of Sales on cold call that Zack thought went well but his VP did not and told him that he needs to change his idea of what's good.[12:30] Describes the aha moment when things clicked for him. When he realized he was repeating old behavior and how he decided to get serious about doing the extra work necessary to improve.[14:30] Zack talks about being pushed by the people in his circle and how their influence drives him to be his best. We talk about how elite performers do actually have a method to their madness. Despite what some people might say, they're not just “naturally good”. Elite performers have routines and they work really hard to hone their craft. [15:20] Zack attributes his ability to turn his performance around to the extra work he was willing to put in outside of normal work hours. Below is his list:Listen to at least 1 of your calls everyday and be sure to also listen to the calls your top performers have had.Reading sales books: The Challenger Sale, Pitch Anything, Gap Selling, Never Split the Difference (links below)Follow BowTiedSalesGuy on Twitter[22:00] Explains what type of coaching style is best in getting the most out of people like him.[27:33] Describes how getting engaged to his girlfriend increased his drive to perform at his best.[30:55] Walks us through his daily routine. He takes a holistic approach to maintaining healthy levels of prospecting activity. Lists out the different time blocks he adds into his calendar each day.[40:00] We talk about what it was like to form a strong teaming dynamic between AEs and SDRs within their company.Mentions:Zack's highlight reel - https://www.hudl.com/video/3/1627626/5721d5f590eead5d90ddf5daBowTiedSalesGuy - https://twitter.com/BowTiedSalesGuyThe Challenger Sale (book) -

In this episode I talk to John Sjögren, an Enterprise Account Executive at a company called Care to Translate. His life story is so interesting to me because he had already been a very successful sales rep in his 20's. That's when he decided he wanted more from life and dropped everything to move to another country. We talk about his experience coming back to tech sales step by step. - Looking to get hired as an SDR? SDR Hire List (for free): https://forms.gle/g1ArVKHHt6f3Nx8c7 - Actionable hiring and sales strategies in your inbox: sdrhire.com - Connect with Stefan on LinkedIn: https://www.linkedin.com/in/stefan-conic/ Tired of having to take notes and update your CRM after every sales call? Update your CRM on autopilot with MeetGeek recordings, transcriptions and call summaries: https://meetgeek.grsm.io/SDRH (You'll help me earn some money if you sign up with my link) Connect with John on LinkedIn: https://www.linkedin.com/in/johnsjogren/ John's company: https://www.linkedin.com/company/caretotranslate/ Creators and resources we mentioned: - Jan Benedikt Mundorf: https://www.linkedin.com/in/jan-b-mundorf/ - Never Split The Difference: https://www.amazon.com/Never-Split-Difference-Negotiating-Depended/dp/0062407805 - Gap Selling: https://www.amazon.com/Gap-Selling-Problem-Centric-Everything-Relationships/dp/1732891001 - Fanatical Prospecting: https://www.amazon.com/Fanatical-Prospecting-Conversations-Leveraging-Telephone/dp/1119144752 Listen on Apple, Spotify, Google podcast.

What is your prospect's desired outcome? Where are they right now? According to Keenan—the best-selling author of Gap Selling—once you calculate the gap that needs to be crossed, you can help guide your prospect to their desired outcome. Sounds easier said than done, right? So in this episode of Negotiations Ninja, we are revisiting this special episode about bridging the gap with none other than Keenan.

Rachel shares her story of perseverance and passion for making a difference. As a career salesperson and cancer survivor Rachel has something to share with everyone. Since teaming up with Keenan in 2019, Rachel has been evangelizing his Gap Selling method. Her superpower is diving into the metrics, observing behavior and then bringing together people, processes and technology to successfully align all three to the revenue goals of the organization.

Keenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of one of our favorite books - Gap Selling.Keenan was named one of the top 30 social sellers in the world by Forbes.He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012.He has also been cited in the Harvard Business Journal, Huffington Post, Entrepreneur Magazine, and Inc. He and his daughters live and ski in Denver, Colorado.This is episode is one of our favorites, a must-listen-to for everyone in sales. Hosted on Acast. See acast.com/privacy for more information.

This week on Gap Sell Keenan we've got Leo Prodz! Watch as Leo tries to sell Keenan!Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan we've got Kaumana Rindlisbacher from Pickle.ai! Watch as Kaumana tries to sell Keenan!Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

Meet Keenan, Author of the best selling sales book and Amazon #1 hot new release Gap Selling. He is also the CEO of A Sales Guy Consulting and Training. Today we talked about what is Gap Selling, what makes it different and why is it so effective.Connect with Keenanhttps://www.linkedin.com/in/jimkeenan/https://salesgrowth.com/Connect with Jeffhttps://jgsalespro.com/https://www.linkedin.com/in/jeffgoldbergsalescoach/

This week on Gap Sell Keenan we've got Geof Wollerman from TrueNode Tech! Watch as Geof tries to sell Keenan!Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan we've got Thomas Durham from Mango Digital! Watch as Thomas tries to sell Keenan!Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This week on Gap Sell Keenan, you get Keenan squared! That's right, participant #51 is Keenan Yoseph! Watch as Keenan tries to sell Keenan! Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

On this episode of Gap Sell Keenan, we meet Werner Decker. Check out Keenan's sales coaching tips to help Werner discover how to highlight opportunity and then go after it. Keenan's coaching approach will challenge the way you sell and get you to 'YES'!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

This week on Gap Sell Keenan, watch as Matthew McComb tries to sell not only Keenan but also our COO, Braedi! Will he sell them or will they launch him into space? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

In this episode, Brynne and Bill talks to Wesleyne Greer, a certified Gap Selling trainer and CEO of Transformed Sales. Wesleyne will help you cultivate a sales strategy that not only provides leadership coaching but also improves team performance and strengthens communication between your sales managers and their respective teams.

This episode brings us Juan Rodriquez who is a freelancer out of Miami, Florida. He works with pay traffic and email marketing. Listen in on their conversation as he strategizes how to sell Keenan. Will he buy? Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Selling and not nearly enough people use it to its full potential. Keenan realized this after getting many bad sales calls, so he decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe: https://www.youtube.com/channel/UCZlr...

Watch this Episode of the Dealmaker Show, where Oren talks to Sales Expert and Bestselling author of Gap Selling, Keenan.   Keenan is A Sales Guy Inc's CEO/President and Chief Antagonist. He's been selling something to someone for his entire life.    He's been teaching and coaching almost as long. With over 20 years of sales experience, Keenan has been influencing, learning from and shaping the world of sales for a long time.   Finder of the elephant in the room, Keenan calls it as he sees it and lets nothing or no one go unnoticed.

In this episode we have Jimi Cohen with Many Mangoes trying to sell Keenan. Will he be the one to find the gap in the system or will he be subject to Keenan's coaching?Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft. Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Selling Keenan, where he takes real sales calls from real people. If he likes what they're selling and how they sell it, he'll buy it. If not, he'll offer his coaching tips to the seller on how they could improve their approach and sales.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr​​...

Ryan Scalera is an Account Executive at Dooly and well known across the B2B sales world for his creative prospecting skills. Prior to Dooly, Ryan spent time selling for Keenan at Gap Selling, CentralReach, EverythingBenefits and Prudential, to name a few companies. In this episode, we talk about: How becoming a dad brought Ryan into sales What is was like to sell for Keenan at Gap Selling Ryan's crazy prospecting music videos And so much more This podcast is brought to you by Postal.io, A Curated Experience Marketing Platform that Helps You Cut Through the Noise. If you enjoy the podcast, would you please consider leaving a short review on Apple Podcasts? It takes less than 60 seconds, and it really makes a difference in helping to grow this show and find the best guests possible for you. Follow The Podcast: Apple/Spotify: Millennial Sales Twitter: @TommyTahoe Instagram: @TommyTahoe YouTube: TommyTahoe Website: Millennialmomentum.net

On this episode of Gap Sell Keenan, we meet Danny Frias with Wistia. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check out Keenan's sales coaching tips to help Jeff discover how to highlight opportunity and then go after it. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

The best sales discovery calls actively look for problems to solve. Business problem solving is the key to making the sale because if your potential customer can't see that they have a problem, they won't be interested in your proposed solution. Be deliberate with the questions you ask. Know what type of questions you're asking and what you're trying to find. As you ask questions, pay close attention to the ways in which your potential customer's business may overlap with what you're offering. Will Tal Swicegood, with High Desert, find a problem Keenan or ASG has in order to sell him? Or will he walk away with some valuable sales tips from Keenan's coaching?In Gap Sell Keenan, if they can find a problem that ASG has that their service or product solves, Keenan will buy. If not, he gets to coach them and it can be brutal. Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9vGap Selling Online Training: https://gapsellingonlinetraining.com/home/Watch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ/featured?sub_confirmation=1

This episode brings us the very ambitious Mattia Schaper who is a rookie to the sales world having only been in this position for seven months. Mattia works with Adverity, a company that enables companies to make decisions on their data through a marketing analysis platform. Listen in on their conversation as she strategizes how to sell Keenan. Will he buy? Learning to pitch your product or service over a sales call is no easy feat. It takes a lot of hard work and dedication to perfect Gap Selling and not nearly enough people use it to its full potential. Keenan realized this after getting many bad sales calls, so he decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong. If he doesn't like their sales approach, he'll coach them on exactly what they did wrong and how to improve it.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...➜ Subscribe: https://www.youtube.com/channel/UCZlr...

In this episode we have Cary Duffy joining Keenan LIVE to give his best shot at selling Keenan. Does Cary's approach prove worthy of getting Keenan to buy? The greatest way to earn credibility is in the questions you ask. Listen in as Keenan's coaching helps Cary to better approach and dissect a buyer's needs. Keenan gets a TON of sales calls and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.Welcome to Gap Sell Keenan, where Keenan takes real sales calls from real people. If he likes what they're selling and how they sell it, he'll buy it. If not, he'll offer his coaching tips to the seller on how they could improve their approach and sales.➜ Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​​➜ Gap Selling Online Training: https://gapsellingonlinetraining.com/...​➜ Subscribe: https://www.youtube.com/channel/UCZlr​​...

After a career in B2B sales, including the experience of seeing how marketing departments fail to provide sales people with the presentations they need, Greg decided to found PitchKitchen to help other CEOs solve the problem he faced. Greg shares his journey into sales from art school, and what the key elements of a successful approach to sales presentation and websites that sell really are. Greg Rosner is the CEO of Pitch Kitchen and author of Road Warrior Survival Guide. In this discussion, Greg reveals how his extensive history with sales presentations led him to break away from the corporate world and start Pitch Kitchen. Pitch Kitchen helps B2B companies turn bad presentations into a great conversation. You can learn more about Greg Rosner (PitchKitchen) on Linktree,  Linked In, Twitter, Facebook, Crunchbase, and the Pitch Kitchen website.  Books he recommended in this episode include, Never Split The Difference, Building a Storybrand and GAP Selling. The NBN Entrepreneurship and Leadership podcast aims to educate and entertain, sharing insights based on the personal story of our carefully selected guests aiming for the atmosphere of an informal conversation in a bar or over a cup of coffee. About the NBN The New Books Network was founded in 2007 as a podcast interviewing the authors of academic books, and has grown to the largest author interview podcast in the world publishing 12 podcasts a day in more than 90 specialist areas, with over a million downloads a month. Read about the founder Marshall Poe and the NBN here. In recent years it has expanded beyond its “author interview origins”. Historically NBN only did audio recordings. E&L is the first NBN podcast distributed on Youtube. This episode can be viewed here https://youtu.be/j_5n4m1sN8g About Kimon Fountoukidis Twitter Linkedin Kimon is the founder of both Argos Multilingual and PMR. Both companies were founded in the mid 90s with zero capital and both have gone on to become market leaders in their respective sectors. Kimon was born in New York and moved to Krakow, Poland in 1993. Listen to his story here, About Richard Lucas Twitter Linkedin Richard is a business and social entrepreneur who founded or invested in more than 30 businesses, including investments in Argos Multilingual, PMR and, in 2020, the New Books Network. Richard has been a TEDx event organiser, supports the pro-entrepreneurship ecosystem, and leads entrepreneurship workshops at all levels: from pre- to business schools. Richard was born in Oxford and moved to Poland in 1991. Read more here. Listen to his story in an autobiographical TEDx talk here. Learn more about your ad choices. Visit megaphone.fm/adchoices Support our show by becoming a premium member! https://newbooksnetwork.supportingcast.fm/entrepreneurship-and-leadership

On this episode of Gap Sell Keenan, we meet International Growth Consultant, Jeff Weiser. He got beat up a bit but as we've learned, Keenan's approach to sales coaching is not a conventional one. So where he may have walked away slightly bruised, in return he gained a wealth of knowledge and recognized the opportunity his product can bring. Check out Keenan's sales coaching tips to help Jeff discover how to highlight opportunity and then go after it. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat. The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he take calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

This week's Gap Sell Keenan featured learner and attempted Gap Seller is David Campbell. He got a few lashings and learned a lot about how to dive into the right questions in typical Keenan sales coaching fashion. You have to know which problems you are digging for before you start digging!Check out Keenan's sales coaching tips to help David discover problems his product can solve. This coaching approach will challenge the way you sell!Listen in as we continue the Gap Sell Keenan Live series where real sales people try to sell to the Sales Guy himself.Learning to pitch your product or service over a sales call is no easy feat.The tactic of Gap Selling takes lots of hard work to get right, and not nearly enough people use it to its full potential. Realizing this after getting bad sales calls all the time, Keenan decided to take them and turn them into coaching opportunities.This is Gap Sell Keenan, where he takes calls from REAL people with things to sell. If he likes what they're selling, he'll buy it. If he doesn't, he'll school them on what they did wrong.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...​

In this episode we have Conrad Zolman in the box trying to sell Keenan. In Gap Selling it's imperative to turn everything into a current state conversation. From there you can identify whether or not the product you offer can solve a problem. Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​Gap Selling Keenan - Learn how to do sales calls RIGHTWatch Episodes: https://www.youtube.com/channel/UCZlr...​

This week on Gap Sell Keenan, watch as Frank Maiorana tries to sell Keenan on HR. One of Keenan's least favorite things. Will he sell Keenan or get some sales coaching tips to use for his next opportunity?Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Get Your Copy of Gap Selling: https://amzn.to/2Gcjc9v​​Gap Selling Online Training: https://gapsellingonlinetraining.com/...​Watch Episodes: https://www.youtube.com/channel/UCZlr...

This participant is unique in that this was his second chance at selling Keenan. Brian Ring asked for a second shot at selling Keenan and he got it. But did he learn anything from his first coaching run with Keenan? Sales calls aren't easy by any means. And while Gap Selling is the key to doing it right, you've got to put in work to learn the craft.Keenan gets a TON of sales calls all the time, and most of the time, they're not too great. So rather than blowing them off, he decided to start using them as a coaching opportunity.This is Gap Sell Keenan, where he takes real sales calls. If he likes what they're selling and how they sell it, he'll buy it.If not, he'll offer his coaching tips to the seller on how they could improve.Watch a REAL sales training sessionGap Selling Keenan - Learn how to do sales calls RIGHTWatch Episodes: https://www.youtube.com/channel/UCZlrdetp7LzKuuMI4bn1lsQ?sub_confirmation=1

Brooklyn and Christian discuss entrepreneurship, leadership, happiness, and becoming a great public speaker.

He's been selling something to someone his entire life. He's been teaching and coaching salespeople for almost 20 years. He's the Founder and President of A Sales Guy Inc. and the Author of GAP Selling, but you know him best as Keenan. The man who needs only one name. This is his story.

Why do we buy a car? Because we have a transportation problem. Why do we take medicine? Because we have a pain problem. Why do we buy software? Because we have a technical problem. But far too often when we pitch a client, we lead with the product, not the problem … and that's what we tackled on this episode of the #FlipMyFunnel podcast. Keenan joined us for an action-packed 20-minute episode all about his sales methodology called Gap Selling. He literally wrote the book on it, and it's still a best-seller on Amazon, 3 months running.