Z
Z

ZeeSales

Enterprise SDR

Good Citizen
Contributor

Gap Selling

Greetings WR - looking for advice please 

For context, I’ve finished my first Q as a ramping AE and now working towards my full target which is double what my ramp target was. 

I'm very fortunate in that I'm selling a market leading product with tons of inbounds, however if there's one thing the company could do better, it's investment into training. 

Having browsed the market, I’m leaning towards Keenan’s course on Gap Selling (linked). Keenan always adds value whenever I hear him on a podcast, he’s very well known within the industry and his gap selling methodology, well, it works. 

A corporate training programme isn't on the cards and so I'm toying with the idea of doing his online course, which is 6 - 8 hours, online, self paced, priced at $499 (linked). 

For comparison, a Marcus Chan course comes in at $25,000pa albeit that includes 1-2-1 training, and Ian Koniak's programme starts at $600pm for online material and group calls, rising to $1,200pm if you want 1-2-1 coaching. 

My question is this - the war room is filled with sales folk far more experienced than myself, and it would be good to hear what you all think of a) the gap selling course and b) sales training/ coaching in general (particularly if there’s anything anyone has done which they recommend) 

As the old objection handle goes, one deal for me would bring ROI, however I haven’t invested in anything like this previously and so I’m keen to hear thoughts. 

Thanks in advance team :) 
https://gapsellingonlinetraining.com/methodology-training/ Methodology Training Gap Selling Sales Training is now online and on-demand! Learn the new modern sales methodology for the 21st Century. This interactive training has helped sales professionals from around the globe improve! Based on the best selling book Gap Selling, this training takes the knowledge into true skills practice. Welcome to the new selling profession.
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10 comments

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braintank
Politicker
7
Enterprise Account Executive
Whatever you do make your company pick up the tab
CuriousFox
WR Officer
3
🦊
Yup. They should be paying for training. Not you.
TennisandSales
Politicker
5
Head Of Sales
they should 100% pay for it. 

I am a fan of gap selling (i feel like this is a new common topic) 

start with the book. Then actually try and DO what he says. 

read it. then read it again. 

then try to put together good cold emails. 

then try to run a good discovery call. 

follow his playbook and see how it goes. 

the biggest problem ppl make is that they try to take on too much info and cant actually DO anything. 

E_Money
Big Shot
3
💰
If your company isn't willing to invest in your professional development then it is time to look for a new job IMO. That ends up being very one sided and a bit of a dead end. 

So short answer, whatever you go with ask your company to pay for it. 
ChunkyButters
Tycoon
3
AE
I've read the book 3 times, and taken his online course.

The book is most of it, but the online training helps you actually apply it. It's one of the better trainings I've had.

For $500 the company shouldn't argue about picking up the tab. If they do, read the book a couple times, try to apply it yourself, and then go from there.
Pachacuti
Politicker
2
They call me Daddy, Sales Daddy
Sell your company on getting professional sales training.

Read the book though. Invest $20 in yourself.
PhlipOut
Politicker
2
Account Executive
I took the online training and i liked it.
Self paced, videos and little q&a after each section.

a lot of companies have an L&D budget for employees. I used my allowance to expense it. worth checking if you can do something similar
DungeonsNDemos
Big Shot
0
Rolling 20's all day
Was it basically the book but cutup into video sections?
DungeonsNDemos
Big Shot
1
Rolling 20's all day
Marcus Chan is a hack. 

Keenan is legit. I'd recommend to start with reading the book and listening to a TON of his podcast episodes. This should give you the framework to get started. 

I don't think it really matters that much if you do buy his course, but it's up to you. His content via book and podcast are solid and a lot to learn.
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