Vlad K.

Founding Member

Small-Business (50 or fewer emp.)

12/14/2020

"Not your typical sales training, leave your baggage at home"

5/5

Describe the project or task Gap Selling Sales Training helped with:

Discovery, discovery, discovery. We are all so used to talking about ourselves. Looking back at some of the discoveries I had had prior to taking the course, I'd like to go back in time and tell myself to stop. It's just crazy that we spend so much time chasing leads to completely waste an opportunity to ask insightful questions and to make it all about them and their struggles. No way I go back to doing things the same way. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

PIC (Problem Identification Chart) is one of the best tools that we, as salespeople, can use to help our customers navigate the buying journey. Really getting to know 5 states of the current state (physical/literal, problems, impact, emotion and root cause) and translating them into the future state is what defines the GAP. Once we know how big the GAP is, everything else becomes much easier. No gap, no sale. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

One aspect that is missing and that I'd really like to see in this kind of training is to see the applicability of the process across different contract values. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

It's too early to say as I've just completed the training, but I've been using some of the techniques in my discovery process after reading the book, and I've had much higher engagement from my buyers. Review collected by and hosted on G2.com.

Kasey M.

Sales Director - Services Market US West

Mid-Market (51-1000 emp.)

11/19/2020

"Incredible training...eye opening!"

5/5

Describe the project or task Gap Selling Sales Training helped with:

I thought that my discovery was top notch...but quickly learned that I was missing out on so much. Specifically things that were quantifiable by creating the GAP with my prospects. It was certainly eye opening. That if I would adopt and use the PIC process that I could gain so much more knowledge and create even more value as to why my prospect needs my product/solution. Much different than any other sales training that I've had in my 20+ year career. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan is direct, encourages participation, and is entertaining to. He doesn't put on a mask when in his training sessions. You can tell that he is who he is. I didn't feel like he was lecturing the entire time either. He asked a lot of questions and I enjoyed the activities as well. It helped to absorb what he was teaching. I definitely walked away feeling smarter, more confident, and know that I can add more value to prospect conversations. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

I have nothing of value to add here...Keenan knows his stuff and kept the curriculum moving. Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

Of all the different sales trainings and methodologies...by far this is the best and most applicable. The other stuff was either really cheesy, encouraged lying or manipulation. This was straight forward and helps to create the best value for you and for the client. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

Our sales organization just went through the training - so I haven't been able to fully embrace it just yet. However I know that our company is going to continue to practice the PIC and I want to become an expert on it...so it just flows without even having to think about what question or comment comes next. Review collected by and hosted on G2.com.

Verified User in Computer Software

Mid-Market (51-1000 emp.)

12/3/2020

"Interactive & thought provoking .... Keeping it real"

4.5/5

Describe the project or task Gap Selling Sales Training helped with:

Learn how to ask the right questions around the top 10 business problems organizations face today guiding your prospect to an obvious YES on buying your product.

There was a lot of great content and definitely took away some tips on what not to do and always do.

Keenan made sure people were all involved and engaged. Lot's of examples and exercises took place to practice. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan's high energy and ability to get people thinking more. Loved his analogies/live examples to help people understand better about whatever he was teaching. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

less or no Fucks.... i don't care who you are it's just doesn't mix with business. It's unprofessional. Just because you can, doesn't mean you should. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

don't focus on the product - the business problems are what matters and how you can create a line of questioning to guide the prospect to a sale. How big is the GAP? Have you created enough urgency with your prospect? Budget shouldn't be a qualifier - that was an eye opener and opposite from what we've been taught. Un-doing alot of behaviors is going to take time but worth the investment. Review collected by and hosted on G2.com.

Verified User in Computer Software

Mid-Market (51-1000 emp.)

3/10/2020

"Gap Selling Live Training HIGHLY Recommended"

5/5

Describe the project or task Gap Selling Sales Training helped with:

First off, if you are not willing to take an honest look at how you have been selling, Kenan may not be for you.

But if you are open to getting better, you'll be hard pressed to find a more straightforward methodology for helping your prospects identify the true cost of the status quo, and the implications of the solution you propose - or sometimes more importantly, of doing nothing at all.

No more wondering if they'll get a real ROI on your solution. Together you determine the real costs the real return you can provide. When the gap is big enough, their decision becomes clear. When it's not, you both know it and can move on. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

With 20+ years of technology sales, the first embarrassing admission I had to make was how lax my sales process had become. Very product focused rather than focused on the prospect's real business and technical problems. But with practice, you start to recognize the problems where you can have the biggest impact on your prospect's business - and how to help them quantify both where they are today and where they can be. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Taking an honest look at yourself is a humbling endeavor, And changing ingrained habits is taking renewed attention and focus. But the most striking change is the relief I hear from the prospect when the conversation stays centered on them, their problems and the goals they want to achieve. Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

Engage with the Gap Selling team. You'll get first hand experience of how your prospects will feel when your conversation stays focused on them. And how different it is from every other conversation you've had with a sales person before. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

Our company offers SaaS solution to a fast growing industry. The prospect's organization is growing at a furious pace, and at times they are not even sure where their business stands today. But they know cracks are forming, and people are working harder and harder to keep up.

Gap Selling Sales Training helps us show them where those problems are, and how it's leading to a lower quality of service provided, lost revenue, high employee turnover, and exploding administrative staff costs. From their it's a simple conversation about whether the tangible improvement to their business that we can provide is large enough to undertake the change today.

The prospects have said that for the first time they feel like a salesman actually listened to what they said - instead of just waiting for them to stop talking so they could start pitching. Review collected by and hosted on G2.com.

Shane P.

Mid-Market (51-1000 emp.)

3/18/2020

"Effective and Entertaining - Implementing Gap Selling"

5/5

Describe the project or task Gap Selling Sales Training helped with:

We rolled out Gap selling at the end of 2019 and Keenan came on site to help kick us off. It's something everyone was able to embrace and get excited about, and wasn't just the standard boring training information that is forgotten a few days later. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

While the training was extremely engaging and entertaining, there was a lot of easily digestible content to easily apply to our specific roles. This is something that helps us elevate our conversations and approach our clients with a much better consultative approach. Keenan got me thinking of different ways to approach every unique situation and better understand how to control and forecast our deals. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

There was nothing to dislike about this training Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

The most important thing is the fact that we can understand the actual reasons WHY a client would be buying. Lots of problems are the same, realizing the impact of those problems is always different. Review collected by and hosted on G2.com.

Melanie H.

Content Specialist

Mid-Market (51-1000 emp.)

3/17/2020

"I'm glad my Sales Training started with Gap Selling!!!"

5/5

Describe the project or task Gap Selling Sales Training helped with:

My company hired Keenan to do a few all-day training sessions with our sales team. Our goal is to become skilled, gap salespeople! The whole process of discovering our customers/prospects' current state to define the gaps between it and their desired future state needs to become second nature to our team. Our goal is to get so skilled at defining customers' problems and the impacts of those problems that we'll create a customer base of satisfied customers who are with our company because we truly do solve their problems. I am not in this industry by mistake or chance. I have always been passionate about serving the autism community and have put a great deal of work into finding where I fit in when it comes to the web of people that make up this field. When I first started working in and with the autism community over 10 years ago I would have never imagined I'd work in a sales job. I am so grateful that shortly after I found myself in sales that Gap Selling was thrown in my lap. My personal goal is to get so skilled at gap selling in this field that my deals not only help my organization gain more customers but to teach my customers how to analyze their business more effectively. If our customers are being smart business people they will have more resources available to help the people who need it the most. Win-Win-Win! Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

I am a big fan of Keenan's blunt nature and straightforward style of communication. I don't learn well when people sugar coat things or sugar foot when I need corrections. He's blunt AND he is patient and caring. It's all in good fun and way more effective than the annoying sandwich method of giving feedback. In addition to liking Keenan in person, I do really like the fact that GAP selling is about helping people solve real problems. It takes the sleazy, gross parts out of sales. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

I only had a few days to read the book before our 1st training session so I bought the audiobook. The loud, high energy for hours straight was a bit much. Keenan is loud and high energy. It's not an insult. It's the truth. I caught myself feeling a level 10 anxiety by the time I'd turn the book off. If you ONLY are going to ever listen to the book and you're a snowflake like me who's sensitive to loud - high energy noise you might need to break the book up into 12, 30-minute listening sessions. Also, as I told Keenan during our first training, I think the book could use a few non-sport related analogies. ;) Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

Do it. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

In the past (when I worked alongside a sales team with no sales training myself) I witnessed other sales approaches put customers on the defensive. Those deals were painful and often times a product was forced to fit versus using gap selling, which aims to prove a well-suited fit. It's important to find customers who are a good fit so you have satisfied customers! The benefit of learning gap selling is that it makes the sales process much more objective and the conversations between salespeople and customers are more natural. Review collected by and hosted on G2.com.

Leslie N.

Small-Business (50 or fewer emp.)

3/17/2020

"A Modern Sales Training"

5/5

Describe the project or task Gap Selling Sales Training helped with:

Gap Selling has significantly impacted my sales calls, if not only helping me to become more problem-centric versus product but also asking thought-provoking questions around my prospect's current state. In the words of Keenan " Getting out of thinking I have something to sell but I have something to discover." Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

I love how Keenan is really engaged with learning our specific industry and getting to know our industry's unique problems. This training is relatable and 100% all-in engaged.

With taking on this methodology or training you can certainly change your mindset about living more in the prospect's world versus you and what you have to sell. It takes practice but once you have that "Ah Ha moment" gap can change up your results and efforts. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

There isn't anything I dislike about this training - Other than I wish we could do this once a month! You definitely have to be okay with checking your ego and doing some honest evaluation of yourself or Keenan will point that out. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

My team is better equipped to uncover the current state and what impacts are most valuable to our prospects. We're focused on finding those business problems and highlighting them for an AE to dig into more.

Content creation- making it more problem-centric and utilizing those tools to get meetings booked, being less scripted and going with the flow of the conversation. As well as truly making our prospects feel heard when they come to us, as a SaaS organization that sets us apart from the competition. Review collected by and hosted on G2.com.

Sean B.

Northeast Sales manager

Mid-Market (51-1000 emp.)

3/10/2020

"Top Notch Training!"

5/5

Describe the project or task Gap Selling Sales Training helped with:

Gap selling has helped me focus on asking not only better questions but also deeper questions that have enabled me to reduce my sales cycle. If you are looking to become a better sales professional, Gap Selling training is a must! Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

If you learn to ask the right questions, it will uncover your prospect's problem/problems on the first call instead of wasting time having multiple calls. It also decreases the chance a prospect will disappear. It's really been life-changing for me. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Its very challenging! This is not something you can do once and master. You need to work on this every day and read and re-read the book. It's not for someone that is looking for a "quick fix" Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

If you want to be a better sales professional, Gap Selling training is a must! Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

Shorten sales cycle

More attentive prospects

less disappearing

Total control of sales process

Increased income by 2x so far Review collected by and hosted on G2.com.

George H.

Small-Business (50 or fewer emp.)

3/5/2020

"Gap Selling Training - Live and in Person"

5/5

Describe the project or task Gap Selling Sales Training helped with:

Sales Training & Sales Coaching

As an early adopter, continue on my journey of learning while helping to elevate my abilities of Gap Selling principles towards mastery. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Content - amazing

Interaction with like minded Gap Sellers - amazing

Unbridled passion and enthusiasm of Keenan - off the charts Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

I don't want to sound trite but there are none!

Ok, on second thought, a possible downside is if you don't come with an open mind and willing to dispel myths and declutter what you already know from prior sales trainings, you'll definitely miss out on what you can gain from this training. Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

If you're an individual contributor in sales, or a sales leader, you owe it to yourself, then your company to learn about Gap Selling. As a student of many sales programs over the years, this challenges perceived conventional wisdom. If you want you and your sales team to EXCEL, then invest the time to learn about Gap Selling. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

It's not about "you or your product"

Check you ego in at the door - be your authentic self and true to your own self-awareness

It's all about the client OUTCOMES

Problem, problem, and more problem is key - #problemcentricselling

Problem identification is vital to discovery

A problem is only a problem if it has a "negative impact" to the client

The bigger the problem, the bigger the gap

No problem, no sale

Influence change to elevate sales acumen and client outcomes Review collected by and hosted on G2.com.

Olivia P.

Small-Business (50 or fewer emp.)

2/20/2020

"I'd do this once a month if I could"

5/5

Describe the project or task Gap Selling Sales Training helped with:

Problem-centric selling. Instead of chasing customers around and trying to create a need for your product, you act as a business consultant that helps them find and define the problems that YOU can help them with - if done right, it quickly aligns the timeline, budget, and willingness to purchase your solution.

I would take a refresher on all of this at least once a month if I could... it's easy to get caught going back to old strategies and mixing them up - but a few key triggers will help me stay focused on finding and solving customer problems. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

The facilitator (Keenan) was incredibly engaging and knowledgeable and could answer every question and scenario we threw at him. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Personally, there was nothing I disliked - however I think some of my colleagues may have been surprised by his intense (and very engaging) delivery style. Make sure your team knows to check ego at the door, be willing to listen to new information, and realize that much of their background/training/previous experience might be challenged! Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

This training is amazing. Your team will benefit from the fresh perspective on how to ACTUALLY help your customers solve their problems. Review collected by and hosted on G2.com.

What problems is Gap Selling Sales Training solving and how is that benefiting you?

Ability to align interests with clients more closely, better ability to have an effective discovery call, learned how to ask better questions and listen better. Review collected by and hosted on G2.com.