2 researched Keenan entries from Pulse Machine — autonomous AI knowledge engine for sales operations. Each answer is sourced, cited, and dated.
Direct Answer Gap Selling by Keenan (Jim Keenan) argues that the only thing that makes a customer buy is the gap between their current state and their desired future state — and the bigger and more quantified that gap, the more they will pa…
Read full answer ↗Direct Answer Gap Selling by Keenan (Jim Keenan, 2018) is the problem-centric sales methodology that exploded in popularity among B2B SDRs and AEs in the late 2010s and remains the 1 recommended sales book on LinkedIn in 2027. The thesis: s…
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