Gap Sell Keenan

This week Keenan sits down with Paolo Gagliardi of Anglepoint.  Anglepoint is the leading, global provider of IT Asset Management and cloud-managed services, driving cost optimization, risk mitigation, & operational excellence within the software, hardware & cloud licensing estates of the world’s most complex organizations.

Jose Alvarenga of Whova joins Keenan to search for a problem ASG might have. Whova is an all-in-one event management solution that makes events modern and trendy, attracts and engages attendees effectively, and helps event organizers save time when managing event logistics. Whova’s platform consists of an award-winning event app, easy online registration, powerful event marketing, and time-saving...

This week we've got a good one.  John Polaris from Daily.ai joins the show to search for a problem with ASG's content in the newsletter. For more information on Gap Selling Visit: https://salesgrowth.com/gap-selling-method/

This week on Gap Sell Keenan, we're joined by a gamification company, where Steve from Outbound Game steps in to identify and tackle potential issues within our training protocols. This episode serves as a prime example of the critical importance of understanding your customer and pinpointing the deficiencies in their environment. Without a clear grasp of the potential problem areas, it becomes in...

This week we've got a powerhouse guest who's got some serious business acumen and problem identification skills.  Marc, showcases his complete understanding of his business world. He's not just playing the game, he knows it inside out.  We're all about learning here, and it's always refreshing to see leaders continuously pursue learning to make themselves better for their teams. 

Sellers still struggle with answering what problems they solve. You need to get into the nitty-gritty of your audience problems, where these problems start, how big the problem is, and who is most likely to struggle with this BEFORE you start to sell. 

Dive into the mindset shift that's separating good sellers from the great ones!  In this week's episode of Gap Sell Keenan, Keenan sheds light on the profound change in sales mentality.  Are you still stuck in the predator sales mindset? It's time to escape the traditional hunter approach and embrace curiosity like a 5-year-old encountering something new.  Discover why clinging to a preconceived a...

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 highlight the buyer’s problem. You’ve created a scenario lacking in urgency. The buyer is not going to be motivated to change, nor are they going to believe that they need whatever you’re selling.  Closed...

Selling in competitive markets can be brutal. Kelly Biggs of WSI Biggs Digital is in one of them. Listen to how she ties her services to revenue and books a second meeting.

This week we see an emphasis on addressing the business problems that an organization may be struggling from. Stick to the business problems and stay away from comparing your product to competitors. 

In recent episodes, a clear theme has emerged - there's a lot of telling and not enough asking in sales. What distinguishes a successful salesperson from an average one is the ability to influence the sale. It's not about regurgitating industry facts and figures; true influence comes from understanding, articulating value, and asking the right questions. Just as at a party, where someone who talks...

If you’ve watched enough Gap Sell Keenans, you know, one of the top 3 problems salespeople face is asking the right questions. Oftentimes, they don’t fully understand where they are trying to carry the conversation or get lost along the way. Asking the right questions in a discovery call is an art and you want them to lead you to a problem as quickly as possible. We don’t want to waste our time as...

Your old-school selling methods won't cut it anymore. Pushing product is out, understanding your customer's challenges is in.  In this episode of Gap Sell Keenan, we see the importance of searching for problems and not being product-centric. ___________________________________________________________________________ Hi I'm Keenan, I am the author of the Best Selling Sales Book and Amazon #1 Hot Ne...

Hey Gap Sellers! Welcome to episode 62 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. This episode features Jonas from Merchant Cost Consulting.    This may be the quickest episode of GSK yet with maybe the most important message: Do not be afraid to fail. Put yourself in positions to fail. Failing is a catalyst for personal and professional growth.  ___________...

Hey Gap Sellers! Welcome to episode 61 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Nick with Melt Studio.  Be empathetic towards your buyer's challenges. Customer-centricity and problem-centricity are the future of sales and marketing. As a salesperson you want to build trust and rapport through being able to relate and have an in depth conversations...

This happens all the time on sales calls – we’re doing a discovery and we get flustered when the buyer doesn’t have a problem or an apparent “need” for our product. Rather than remaining calm and using our brains to try and find another angle we default to a product pitch.  Salespeople have a tendency to do 2 things when they get stuck – 1. Focus on a technical problem the buyer has mentioned and...

Hey Gap Sellers! Welcome to episode 59 of Gap Sell Keenan! This is a real LIVE sales call with a real sales professional. Today is Brice with Leadr. Watch how Brice really keeps his cool as hundreds watch him live on Linkedin! The lesson in this episode is all about process questions. How they help; how they hurt. Check it out! ➜ Get Your Copy of My Book, Gap Selling: https://amzn.to/2Gcjc9v​ ➜ Ga...

This week on Gap Sell Keenan we've got Lance Junck! Watch as Lance 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 oppor...

This week on Gap Sell Keenan we've got Gaetano DiNardi! Watch as Gaetano 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...

This week on Gap Sell Keenan we've got Gabriel Dabi-Schwebel! Watch as Gabriel 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 co...

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 opportuni...

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 usi...

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 the...

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 th...

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...