All sales are about change and it takes a sizeable gap to trigger change. Gaps are unique for every customer. Here is what it depends on.

Some sales people think that gap selling is not adequate for dealing with retail customers. Here is why I think they are wrong.

All sales are about change. And too many sales fail not because your offer isn't good but because you have overlooked the costs of change.

Gap selling not being new, your sales approach might already be close to it. Find out where you need to improve with this quick checklist.

Customer discovery is unfortunately still a woefully underestimated part of customer engagement. Here is why and how you should improve.

Most sales people would agree, that the perfect sale is when you give the customer exactly what they need. The problem is just - how do...

Are you still depending on your customer contacts to push through the deal internally or are you managing each step of the process?

It is neither. Because in it's core it is not new. But here is why you should still read it and apply it in your organisation.

B2B sales seem hard. It is hard work. But the winning strategy is easy. It's not about you - it's about solving your customer's problems.

Understand why the people actually closing sales have to be present(ed) at the management table.