The GTMnow Podcast 51. How to Move from Feature Selling to Gap Selling w/ Keenan
Apr 2, 2019
Keenan, the founder of A Sales Guy and author of 'Gap Selling,' shares his transformative journey in sales and the principles of problem-centric selling. He emphasizes the importance of understanding buyer needs and bridging the gap between their current and desired states. The conversation covers the shift from traditional product demos to engaging dialogues, the significance of discovery in sales, and how effective questioning and active listening can enhance sales effectiveness. This insightful episode is a masterclass for any sales professional.
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Episode notes
1 2 3 4 5 6
Intro
00:00 • 3min
The Journey of a Sales Leader
02:44 • 10min
Navigating Career Setbacks with Gap Selling
12:21 • 21min
Understanding the Shift from Product-Centric to Problem-Centric Selling
33:41 • 2min
Transforming Sales: From Demos to Dialogue
35:49 • 10min
Embracing Gap Selling: The Importance of Discovery in Sales
45:57 • 4min
