A Sales Guy

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Society is Playing Cat and Mouse with Blacks and The American Dream

  For those of you who follow this blog, you know that every once in awhile I take a break to take on race in this country. There is no better time than now, to do this again. I wrote this during the Furgeson riots and it’s clear nothing has changed. So, I thought I would share it again with a few changes. Considering what’s happening in this country,...

THE 4 TYPES OF QUESTIONS TO CRUSH YOUR DISCOVERY

A sales discovery meeting is by far the most important part of a sales process.  There is no more important element to selling than the discovery process. Yet, too many salespeople fail at it. They get lost in the questions. They meander from topic to topic, desperately searching for some simple problem or issue they can attach their product to, in...

The Last Gap Selling Virtual Training

Due to the Coronavirus and the shelter in place, we made a quick pivot at A Sales Guy. We created a virtual Gap Selling training course for salespeople. With a price point of $99.00, it was designed to make it easy and affordable for salespeople to access the same training we provide to large sales organizations around the world. It’s been a wild...

The Difference Between Gap Selling and Solutions Selling

Gap Selling has been out for over a year now and one of the most common questions I’m asked is,  how is Gap Selling different than Solution Selling. Understanding how often I get this request, I thought I’d share my thoughts here and help folks understand they differ. To illustrate, I feel it best to point to an article in the Harvard Biz Review,...

This Simple Sales Tip Will Change Everything You’ve Known About Selling

There’s a little secret to selling that I’d like to share with you.  It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. We lean too heavily on our product, product features, and product benefits. We get excited and when given the chance we start sharing...

Gap Selling Delivers BIG Results

I love the success stories I get from people who’ve read Gap Selling. They are a blast to read, as people share their own personal success stories about how Gap Selling has changed their career, how it’s earned them the top spot in the company or how it’s helped the reach Presidents Club or how it’s helped them make more money. I never expected the...

Lucidchart and Gap Selling – Boom!

Lucidchart and A Sales Guy teamed up to help layout the Gap Selling process and make it easier to leverage with your sales team. Using their amazing tool, it’ even easier to understand and align your sales process to a gap selling, problem-centric sales process. We used the process of buying a car as an example because it’s something everyone can relate...

KEENAN LIVE Today: Bitcoin Billionaires Cameron and Tyler Winklevoss

  KEENAN LIVE kicks off today.  I’m pretty excited, it’s going to be dope. KEENAN LIVE is going to be a live series dedicated to the interesting, the rebellious and the successful. I will be having conversations with some of the most unique, interesting and successful people, some you may know, others you may not, but they all have in common is a...

9 Things Terribly Wrong With Sales Today: The Sales Tools

Sales is suffering from 9 brutal ills: Number 5 in this 9 part series. The Bro Culture,  Lack of Coaching Too Product-Centric and Not Problem Centric Not enough salespeople understand the game/rules of sales Too much reliance on selling tools   Upcoming: Not enough training in the industry/space Too much activity management Little respect...

Join me at Inbound19!

Register here –> INBOUND19 The post Join me at Inbound19! appeared first on A Sales Guy.

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