#11015

Mentioned in 5 episodes

Gap Selling

Book •

Mentioned by

Mentioned in 5 episodes

Mentioned by

Nick Cegelski

as a book that provides valuable insights into sales techniques.

#434 - Fancy Discovery Questions Don’t Work (Ask These Qs Instead) | Keenan

Recommended by

Armand Farrokh

as a mid-market enterprise discovery book.

#469 - Everything You’ve Wanted to Learn From a Sales Leader in 30 Minutes | Leadership Q&A

Recommandé par

Dan Elkaïm

comme un livre classique ayant influencé sa vision de la vente.

🤖 "L'IA va remplacer 80% des SDR en 2025 ?"

Recommended by

Kent Depwe

as a helpful resource for sales and persuasion techniques in recruitment.

From Rookie to $1M Recruiter by 25: Kent Depwe’s Playbook for 7-Figure Success

Mentioned by

Keenan

as his selling framework and book that defines problem-centric sales methodology.

Gap Selling: Why Price Depends on the Problem You Solve with Keenan

Mentioned by

Keenan

as a resource for improving sales skills.

#82 - Getting out of the script for more effective Gap Selling (Keenan, Author of Gap Selling)

Mentioned by Dr. Stillman as one of his favorite books.

Mentioned by

Sam Jacobs

as the book and philosophy that

Keenan

teaches, focusing on connecting the current and future states of a sale.

51. How to Move from Feature Selling to Gap Selling w/ Keenan

Mentioned by

Ken Lempit

when discussing the process of understanding the gap between a customer's current and desired future state.

Ep. 155 - You’re Probably Doing Discovery Wrong—And It’s Costing You Deals

Recommended by

Eric Watson

as a modern sales book useful for understanding how customers buy.

#46 How to Move from Product Management to Sales Engineering

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