Pablo B.

Solutions Engineer

Mid-Market (51-1000 emp.)

7/8/2019

"Excellent training! Totally recommended"

5/5

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

It helped with our sale process. We used to focus on our product (SaaS) and its features instead of the business impact those problems have. Now we have pivoted and the results are starting to come. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan. He is a world-class communicator and got our attention for 8h+ with a very little break. The exercises he presents to the audience really helped to get everyone focused on the training. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

I wish it was longer. We were a big group taking the training all at once and even though almost everyone had a chance to interact with Keenan - it would have been good to have some more time to do some follow-up. Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

Book it quickly. I have the feeling that it's going to become very popular very soon. Review collected by and hosted on G2.com.

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

In Europe we have been dealing with a lot of push back - our technology (SaaS) is very disruptive in the way European companies have been working for a long time so it hasn't been easy. We were able to get a lot of people on board pitching product and features but once the project was evaluated by the business we struggled.

GAP Selling helped to understand that our process wasn't correct not because the information we were providing wasn't valuable but because it didn't help to connect the problems we are solving with the impact these problems have today. Unlike SPIN Selling, GAP Selling really focuses on the business impact which has plenty of benefits like being able to create urgency that really helps to shorten sales cycles. Review collected by and hosted on G2.com.

Maxence d.

Sales Development Representative

Mid-Market (51-1000 emp.)

7/8/2019

"Game changing"

5/5

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

It helped me better understand how to analyze the gap and its impact a company might have, and the best way to make the prospect acknowledge they have a problem and need a solution for it Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

the techniques and strategy to question prospects, to the point where they realize by themselves they have bigger problems that what they initially thought Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

that is mainly focused for B2B, I would definitely like to know how the same GAP selling approach could be targeted for B2C companies and direct customers Review collected by and hosted on G2.com.

Recommendations to others considering Gap Selling Sales Training:

totally worth it, Keenan goes straight to the point, no BS -just real value and how to apply it at work Review collected by and hosted on G2.com.

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

I learned how to do a complete analysis on companies, from A to Z, learning about their Go-To-Market strategies, how they engage customers and overall business strategy, and how to find problems in their current situation that need to be solved. Thanks to this I've been able to engage in meaningful conversations with Directors and C-Level executives that will lead to closing more deals Review collected by and hosted on G2.com.

Scott M.

Business Solutions Manager

Medical Devices

Mid-Market (51-1000 emp.)

7/30/2019

"The Real Deal! "

5/5

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

Keenan's sales training completely changes the conversation from "features and benefits" to solving business problems. After his training, you want to ask more questions to understand their business rather than telling them about your products or services. As you begin to apply Keenan's principle of real discovery, you will start to create a demand for your solution. Your entire sales approach will start to become more proactive instead of reactive.

Ultimately, you will begin to think more like a business analyst. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

The focus on discovery! Resisting the urge to address the first "problem" is critical to finding the "real problem." Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

The biggest downside of Gap Training is that you will realize how many opportunities you have missed by not finding and providing a solution to the real problem. Review collected by and hosted on G2.com.

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

Helping me to understand how deep you can go with discovery. Review collected by and hosted on G2.com.

Austin P.

Account Executive

Mid-Market (51-1000 emp.)

7/7/2019

"Gap Selling Training helped me take that next step in my career"

5/5

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

Gap Selling started helping me to land large complex sales. I went from being able to handle deals averaging around $25,000 to deals averaging around $150,000 in a short amount of time. Gap Selling helped me start to build out a framework for the information I should be gathering during calls with prospective and current clients. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan does not sugar coat things or stop pushing you to learn just because you don't get it at first. And once you start to get it he will continue to push you further. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Becoming a master of gap selling is not easy. This is not something simple that people easily pick up on in the first session. It takes time and effort put in to see results. I don't know that I personally dislike this but I could see people looking for a quick fix and finding this aspect off putting to them. 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 is that it has helped me have a response when a potential client declines a sales based on price/budget. It has also provided a framework for early stage discovery and identifying how my product can provide real value to a client. Review collected by and hosted on G2.com.

Verified User in Financial Services

Mid-Market (51-1000 emp.)

2/19/2020

"Gap Selling Review - JH"

5/5

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

Understanding how to really dig deep into the discovery process and uncover prospects problems and the impact those problems will have on their organization. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

How interactive Keenas was with everyone. It made the conversation very inviting and encouraged everyone to participate. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

No dislikes to take away from the training. Review collected by and hosted on G2.com.

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

Truly getting to know my prospects needs and problems, what's causing those problems, and what the impact will be on them if they don't fix them. Review collected by and hosted on G2.com.

Thomas C.

SDR

Mid-Market (51-1000 emp.)

7/8/2019

"Fresh and disruptive "

5/5

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

The training helped the whole Go to market team, from prospecting until signing. The purpose was clear: moving from a product-centric approach to a problem/gap one. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

What this training made me realize is that Gap selling method can be used in every kind of situation/prospect. It is not just about a few tips that can help you improve, but about adopting a new mindset in every stage of the sales process. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Nothing special. The only hard part is getting to understand that the methodology can be applicable to every kind of situation. Review collected by and hosted on G2.com.

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

My discovery calls are way more efficient. No need anymore to talk about all the features that our solution offers: when focusing on the gap, I focus on what really matters to the prospect. Review collected by and hosted on G2.com.

Patrick R.

Enterprise Account Executive

Mid-Market (51-1000 emp.)

7/8/2019

"Not your typical sales training"

5/5

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

Keenan ran a one day workshop for our sales team. The GAP Selling exercises focused on discovery, identifying the GAP, and focusing on the next Yes. His workshop helped our team execute better on our initial meetings and engagement thereafter. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan's energy, style, and new perspective on how to drive the sales process keeps you engaged as you consume a ton of great information. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

A ton of information to consume in one day. Review collected by and hosted on G2.com.

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

A lack of truly understanding our target accounts business problems and relaying the value we provide. We can now more effectively and efficiently communicate value to our prospects. Additionally, GAP selling has helped us identify opportunities where the gap is not big enough for us to continue. Review collected by and hosted on G2.com.

Verified User in Computer Software

Small-Business (50 or fewer emp.)

7/20/2019

"Gap Selling is what your customers want! "

5/5

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

We wanted Gap Selling Training to help us improve our sales process and put in a reliable and predictable growth plan. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Gap Selling was consistent with our philosophy of solving the customer problem. Gap Selling's success is based on placing the customer's need first. So our customers like that as we go through the busying journey with them. The processes and methodology reinforces the focus on the customer at every step versus focus on product or feature selling. It defines clear steps and correct behavior that aligns with the customer. It creates a path for efficient sales effort towards clear progress versus just needless motion. It makes your pipeline predictable. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

No dislikes, but be prepared that realignment to Gap Selling may take a few tries from comprehension to implementation. That's okay, because you will see the impact at each step. Review collected by and hosted on G2.com.

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

We were able to arrive a well defined sales process. We were able to clearly define criteria to select and hire the right salespersons. We were able to create an onboarding and coaching process that would help ensure their success. Review collected by and hosted on G2.com.

Verified User in Information Technology and Services

Mid-Market (51-1000 emp.)

7/8/2019

"Gap Selling "

4.5/5

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

Gap selling helped me move away from product-centric selling to problem centric. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

I like how straight to the point and blunt the book is. I also liked the email comparison examples in the book. It gave me much better insight into what someone is thinking when they read a sales email. Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

The book and the language was a little difficult to wrap my head around at first, it felt like the chapters jumped around in the beginning. 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?

I have realized a big benefit from GAP selling is knowing that you can find a business gap that will resonate with someone in the company as long as I can articulate my point well. Review collected by and hosted on G2.com.

Verified User in Computer Software

Mid-Market (51-1000 emp.)

7/8/2019

"Great experience! The gap has been found! "

5/5

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

Gap Selling has helped me master speaking with the customer and how to identify the gap between his/her current state and future state. Once the gap's been identified, I'm better able to strategize with my team and close the deal. Review collected by and hosted on G2.com.

What do you like best about Gap Selling Sales Training?

Keenan's book took all of the preconceived myths and notions I had about sales and kicked them to the curb! This ain't your daddy's sales book! Review collected by and hosted on G2.com.

What do you dislike about Gap Selling Sales Training?

Gap selling is not a book for someone set in their ways, if you can't adapt to the changing times we live in, you're going to fail. Keenan's approach is one of tough love, much like my high school coach, if you can't take the reality of what he's serving up... sales might not be for you. Review collected by and hosted on G2.com.

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

Keenan's training has helped me better understand the customers needs and how best to solve them. My previous ideas about qualifying opportunities has been dashed and replaced with tried and true, proven strategies for bridging the gap. In my career, I've noticed that the ocean of sales has changed drastically: Keenan's book taught me how to swim. Review collected by and hosted on G2.com.