Why Salespeople Can’t Be Good If They Don’t Use the CRM

The Sales world is desperate for an upgrade. We’ve been holding on to, too many outmoded approaches, ideas, tropes, and concepts. It’s time sales let’s go of the tired and ineffective belief systems if we’re going to truly deliver the value we say we want to in the 21st-century. The biggest miss and most unsettling issue facing sales today is their brutal and debilitating contradicting view of what’s most important to sales AND the value

Can Quiet Sellers Gap Sell?

As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to compliment your Gap Selling journey.     Our 3rd book recommendation? Quiet!!   To start…you may be wondering why the heck would I put Quiet and anything “Keenan” in the same discussion? These two words have probably never been shelved together, until now. With Keenan’s energy, clear extroversion, and boldness, he’s not afraid to yell and cuss on

Average Value is No Value

  As Gap Selling has crossed the milestone of 50,000 copies sold, we are highlighting some of our favorite books to compliment your Gap Selling journey.     Today’s book highlight goes to The End of Average. Like Execution, this isn’t a sales book at all. Written by Todd Rose, a professor of developmental psychology, this book breaks down the history and failures of boiling life and decisions down to averages.   So you may

The Best Sales Book, That Isn’t a Sales Book

In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach. So with this in mind, the first book I recommend reading to continue your Gap Selling journey is

50K and Counting Celebration

We’re almost at 50K books sold. We have less than 1,000 to go as of today, March 9th. I’m blown away that I’m writing this. The idea that Gap Selling would have ever reached 50K books was inconceivable. In spite of years of social media exposure, an internationally acclaimed, award-winning blog and a large and growing social following, every publisher turned me down.  It was infuriating. So I said, “Fuck it, I’ll do it myself.”

Become a Certified Gap Selling Trainer

It’s here!! We’ve just launched the Gap Selling Certification program and I couldn’t be any more excited. Now anyone with the Gap Selling acumen and charisma can build their own Gap Selling Training Business. As readers of this blog and of Gap Selling, you know how powerful the Gap Selling methodology is. The industry has been ripe for a progressive, forward-thinking selling methodology for years. Most sales methods and trainings are 30-40- and 50 years

Don’t Be A Smelly Sales Person

We just launched a new ad campaign. What do you think? Do you think it paints many of today’s sales people accurately? We had fun putting this together.  

The Best Online Sales Training Ever

It’s here, We just dropped Gap Selling Online Sales Training and it’s going to blow your mind.  It’s 5 – 8 hours of engaging, customized, choose your own journey experience. We are extremely excited about this training. It’s like nothing you’ve ever experienced. Each participants journey is there own as the training adjusts and offers different experiences based on each salespersons own experiences and engagement. Our goal was to make Gap Selling Online Training fun,

The Art of Good Sales Questions

Can you see the difference between the two questions in this video? Can you see how they will elicit entirely different responses from the buyer? Can you see how based on the questions, and the answers, how one question sets the salesperson up for success and the other keeps them in the same place? Most of you know how important I believe the discovery process is.  However, it’s not enough to ask questions, you have

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Keenan’s take on your questions

In this weekly video series Keenan himself takes all the questions that you guys ask and breaks them down into what they really mean to him.

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