Gap Prospecting

Gap Prospecting builds on the Gap Selling framework by moving problem-centric techniques to the front end of sales: outbound and prospecting.

Keenan explains how to craft messages that create intrigue and prompt prospects to engage, using hypotheses about buyer problems to break through modern prospecting noise.

The book teaches how to structure outreach so prospects recognize a relevant problem early and agree to conversations that lead to discovery.

By prioritizing problem hypotheses over product features, Gap Prospecting aims to increase connect rates, generate higher-quality meetings, and accelerate the sales process.

The techniques help sellers target the right buyers with messages that demonstrate understanding and invite deeper diagnostic discussions.