problem-centric-its-time-to-change-how-we-sell 
A Sales Guy
DECEMBER 12, 2018
For years, I mean for most of modern day sales, we have been taught how to sell and pitch our products. The product has been at the center of all that is sales, and unfortunately, it’s a problem, and we need to stop. It’s time we flip the script for real.
A Sales Guy
JULY 15, 2019
Too Product-Centric and Not Problem Centric. Too much reliance on selling tools. Little respect for prospects and buyers time. In post three, I’m tackling how the culture of sales is broken. In many ways, I argue it’s never been “right” or fixed. Lack of Coaching.
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A Sales Guy
MARCH 30, 2021
In celebration of over 50,000 copies of Gap Selling sold, I wanted to take a moment and highlight other books that influenced my perception or help expand on concepts within Gap Selling. Reading Gap Selling is a start to changing the way we sell, but the truth is, it is a sophisticated and inherently difficult sales approach.
A Sales Guy
NOVEMBER 19, 2018
It’s time we change the way we sell. The old, tired, product-centric, sales techniques and methods have had their time. They are fed up with the countless, lame, intrusive, valueless emails, cold calls and LinkedIn requests for 15-minutes of their time. Ask any buyer.
A Sales Guy
MARCH 23, 2020
There’s a little secret to selling that I’d like to share with you. It’s pretty simple yet far too many salespeople don’t do it and it costs them quota, presidents club and more. We have a tendency to be product-centric. It’s a game-changer. You know what I mean.
A Sales Guy
FEBRUARY 20, 2019
Sales is suffering from 9 brutal ills: The Bro Culture, Lack of Coaching Too Product-Centric Not enough sales people understand the game/rules of sales Too much reliance on selling tools. Not enough training in the industry/space Too much activity management Little respect for prospects and buyers time Not enough humility.
A Sales Guy
JULY 30, 2019
Too Product-Centric and Not Problem Centric. Too much reliance on selling tools. Little respect for prospects and buyers time. Here we are problem number four. This is a problem is like a dormant virus. Almost every salesperson is afflicted with it, but they don’t realize it.
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