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 event management tools.

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 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 lose interest mid-call or throughout the sales process. This disengagement typically stems from two core issues: inadequate preparation by the seller and a lack of problem-focused coaching. Sellers frequently step into calls without a comprehensive understanding of their client, the client's business, and the specific challenges they face. This lack of insight often results in bland and unproductive interactions that fail to resonate with the client.

Problem-Solution Gap
There's a noticeable disconnect in effectively linking the problem with the appropriate solution. To effectively bridge this gap, it is crucial for sellers to dedicate time to crafting personalized profiles of their prospects. Additionally, it's imperative for leadership to precisely articulate the problems their products are designed to solve. This strategic alignment is key to avoiding misunderstandings and ensuring that the solution presented is relevant and compelling to the prospect.

Refining Discovery Calls
Addressing discovery fatigue isn't about curtailing the discovery process; rather, it's about refining its execution. The shift needs to move away from a transactional approach to one that is rooted in empathy and insightfulness. By adopting this perspective, discovery can become a process that not only engages the client but also provides them with valuable insights, enhancing the overall effectiveness and outcome of the sales interaction.

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 agenda can hinder your success and how embracing the unknown and improvising can set you apart as a true Gap Seller. 

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 or the buyer’s situation. 

You must create a sense of urgency to motivate change in a buyer. Buyers will remain in a state of complacency or continue along with the status quo believing that their current process is adequate. They may not see a reason to change, improve, or explore a new opportunity. You need to push these buyers to challenge their current assumptions and make them aware of the true costs of inaction. Not by presenting a solution, but by highlighting the magnitude of their inaction. 

In this episode we see an example of that. Our seller does not highlight why Keenan and ASG should focus expansion on international markets. There is no highlight of a problem that Keenan and ASG are currently facing.  

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.