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 ..read more

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 event management tools ..read more

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 ..read more

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 increasingly difficult to conduct a focused and effective call. Tackling Discovery Fatigue Discovery fatigue takes center stage in our discussion, highlighting a prevalent issue in sales where prospects ..read more

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.  ..read more

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.  ..read more

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 won sales are built upon understanding the buyer’s perspective. When a seller fails to highlight the buyer’s problem, it’s likely because you don’t know enough about the problems you can solve o ..read more

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 ..read more

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.  ..read more

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 only about themselves is a conversation killer, in sales, being a product feature parrot is a turn-off. Instead, the key is to ask, understand, and convey the value you can bring to your prospect's b ..read more