51. How to Move from Feature Selling to Gap Selling w/ Keenan
The GTMnow Podcast
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Navigating Career Setbacks with Gap Selling
This chapter shares the journey of a professional who rebounded from career challenges by embracing personal branding through blogging. It introduces the concept of gap selling, which emphasizes understanding the buyer's needs and outcomes rather than just promoting products. Through insightful anecdotes and a metaphor involving migraine relief, the chapter illustrates the importance of addressing the gap between a customer's current state and their desired future state in sales.
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