{"product_id":"gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp","title":"Gap Prospecting: Getting The Buyer To Engage: How Problem Centric Prospecting Increases Pipeline By Changing Everything You Know About Outreach, Prosp","description":"\n\u003ctable align=\"center\" border=\"0\" cellpadding=\"2\" cellspacing=\"0\" width=\"100%\"\u003e\n\u003ctr\u003e\n\u003ctd class=\"productDetailSmallElements\"\u003e\n\u003cp\u003e\n\u003cstrong\u003eReview Quotes\u003c\/strong\u003e:\u003cbr\u003e\n\u003c\/p\u003e\n\u003cp\u003e\"\u003cem\u003eGap Prospecting\u003c\/em\u003e is legitimately one of my top 5 sales books of all time. It breaks down why your prospecting isn't working, the psychology of why buyers avoid us, how to sell intrigue BEFORE you sell interest, and how to use AI properly.\" \u003cstrong\u003e-- Abram Langston, Director of Business Development - Arizona at In Time Tec\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"This isn't a hype book. It's a manual for understanding why buyers shut down, how to get past their defenses, and how to build messaging that doesn't trip alarms... If you're in sales, enablement or leadership and outbound feels like a grind that never quite clicks, this book explains why and gives you a way out that isn't based on luck or volume.\" \u003cstrong\u003e-- John Mason, CEO at John Mason Consultancy\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"In my opinion, this new book is, by far, his best work yet... It is not for those seeking an easy solution; it is not a silver bullet and does not claim to be. \u003cem\u003eProspecting\u003c\/em\u003e demands not just effort, but effective effort, and this book guides you in the right direction.\" \u003cstrong\u003e-- Rodney Nottingham, Commercial Account Executive at Presto-X Pest Control\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"It's one of the most practical and thoughtful explorations of prospecting that I've ever read... This book doesn't pretend this can be solved by better emails or more calls. Instead, it reframes prospecting as the starting point for rebuilding trust by slowing down, leading with problems rather than products.\" \u003cstrong\u003e-- Steve Ward, Enterprise Account Manager - Aerospace \u0026amp; Defence at Snowflake\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"In a noisy world where buyers are pissed and swamped with the amount of crap they receive in their inbox and phones--Gap Prospecting is a 'Must Read' for any sales professional... If you need help getting to know your buyer, the problems they face, how to target them--start here.\" \u003cstrong\u003e-- Andres Ortega, Founding Account Executive at Cloudchipr\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"If \u003cem\u003eGap Selling\u003c\/em\u003e is the strategy for the finish line, \u003cem\u003eGap Prospecting\u003c\/em\u003e is the manual for the starting line...It takes Keenan's problem-centric philosophy and moves it upstream, solving the hardest part of the equation: earning the right to start the conversation in the first place.\" \u003cstrong\u003e-- John Thompson, Head of Partnerships at Imersian\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"If you are new to sales, this book is pure gold. It provides a strong foundation, clear structure, and practical guidance that will immediately improve how you approach outreach... Like \u003cem\u003eGap Selling\u003c\/em\u003e, this is a book you will highlight, fold pages, and come back to.\" \u003cstrong\u003e-- Doyle Baker, Strategic Account Executive-Proactive AI Agents at NICE\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"Implemented correctly with the team, \u003cem\u003eGap Prospecting\u003c\/em\u003e is a weapon.\" \u003cstrong\u003e-- Sergey Patkovskiy, Strategic Business Development at EMO Trans\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"So many prospecting books still talk like it's 2014. This one is firmly planted in the world we actually sell in today... It's rare to find a book that fires you up and gives you the playbook.\" \u003cstrong\u003e-- Mark Mangal, Director, North American Sales at Eptura\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"One of the most practical and thoughtful explorations of prospecting that I've ever read.\" \u003cstrong\u003e-- Jeff Hansen, VP Sales \u0026amp; Consumer Advocate at RateCraft\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"\u003cem\u003eGap Prospecting\u003c\/em\u003e gives you the tools, processes and mindset to grow, change and be successful.\" \u003cstrong\u003e-- Leonard Matlock, BDR Manager at EnergyCAP\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"Fans of \u003cem\u003eGap Selling\u003c\/em\u003e and breaking the mold of prospecting stereotypes, you will not be disappointed.\" \u003cstrong\u003e-- Evan Roth, Federal Account Director at UiPath\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\"\u003cem\u003eGap Prospecting\u003c\/em\u003e is one of the select few I'll be adding to my sales enablement collection... because it is brutally honest about what's broken with prospecting, and it's unusually disciplined about how to fix it.\" \u003cstrong\u003e-- Anthony Doyle, Director of Sales Enablement at Turnitin\u003c\/strong\u003e\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\u003cstrong\u003ePublisher Marketing\u003c\/strong\u003e:\u003cbr\u003e\n\u003cp\u003e\u003cstrong\u003eMost prospecting fails before the first conversation ever happens.\u003c\/strong\u003e\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eNot because sellers lack effort, tools, or activity--but because buyers don't see a reason to change. They're comfortable enough. Busy enough. Unconvinced enough to ignore you.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eGap Prospecting\u003c\/em\u003e explains why.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eIn this book, Keenan and Will challenge the modern obsession with outreach volume, personalization tricks, and \"clever\" messaging. They show that prospecting breaks down when sellers try to lead with solutions before buyers understand their problem--and the cost of leaving it unsolved.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eYou'll learn how to identify the problems prospects don't fully recognize, quantify the impact of staying the same, and earn the right to a conversation by making inaction uncomfortable.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eThis isn't a book of scripts, templates, or hacks. It's a way to change how prospects think before they ever agree to talk.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003e\u003cem\u003eGap Prospecting\u003c\/em\u003e is the prequel to \u003cem\u003eGap Selling\u003c\/em\u003e. It reveals how deals are won or lost long before discovery, demos, or proposals--at the moment a buyer decides whether their current situation is \"good enough.\"\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eIf you want more replies, better conversations, and real pipeline, stop trying to get attention.\u003c\/p\u003e\n\u003cp\u003e\u003c\/p\u003e\n\u003cp\u003eStart creating relevance.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003cp\u003e\n\u003cstrong\u003eContributor Bio:\u003c\/strong\u003eKeenan\u003cbr\u003e\n\u003c\/p\u003e\n\u003cp\u003eKeenan is CEO and president of sales consulting firm, A Sales Guy Inc. and is the celebrated author of \u003ci\u003eNot Taught: What It Takes to be Successful in the 21st Century That Nobody's Teaching You\u003c\/i\u003e.\u003c\/p\u003e\n\u003cp\u003eKeenan was named one of the top 30 social sellers in the world by Forbes. He was named one of the Top 50 Most Influential Sales and Marketing People by Top Sales World Magazine every year running, since 2012.\u003c\/p\u003e\n\u003cp\u003eHe has also been cited in the \u003ci\u003eHarvard Business Journal\u003c\/i\u003e, \u003ci\u003eHuffington Post\u003c\/i\u003e, \u003ci\u003eEntrepreneur Magazine\u003c\/i\u003e and \u003ci\u003eInc.\u003c\/i\u003e He and his daughters live and ski in Denver, Colorado.\u003c\/p\u003e\n\u003cbr\u003e\u003cbr\u003e\n\n\u003cbr\u003e\n\u003c\/td\u003e\n\u003c\/tr\u003e\n\u003c\/table\u003e\n","brand":"Sales Guy Publishing","offers":[{"title":"Default Title","offer_id":51496026898710,"sku":"9781732891067","price":33.59,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0857\/9910\/8886\/files\/9781732891067.jpg?v=1783050954","url":"https:\/\/lusper.myshopify.com\/products\/gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp","provider":"Lusperbooks","version":"1.0","type":"link"}