{"product_id":"gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp-9781732891067","title":"Gap Prospecting: Getting The Buyer To Engage: How Problem Centric Prospecting Increases Pipeline By Changing Everything You Know About Outreach, Prosp","description":"\u003cp\u003e\u003cstrong\u003eMost prospecting fails before the first conversation ever happens.\u003c\/strong\u003e\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\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\u003cp\u003e\u003c\/p\u003e\u003cp\u003e\u003cem\u003eGap Prospecting\u003c\/em\u003e explains why.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\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\u003cp\u003e\u003c\/p\u003e\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\u003cp\u003e\u003c\/p\u003e\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\u003cp\u003e\u003c\/p\u003e\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\u003cp\u003e\u003c\/p\u003e\u003cp\u003eIf you want more replies, better conversations, and real pipeline, stop trying to get attention.\u003c\/p\u003e\u003cp\u003e\u003c\/p\u003e\u003cp\u003eStart creating relevance.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e Keenan,Will Aitken\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e Sales Guy Publishing\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 03\/03\/2026\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 336\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Hardcover\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 1.33lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.88d\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781732891067\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eKeenan:\u003c\/i\u003e\u003c\/b\u003e - \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\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\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","brand":"booksdeli.com","offers":[{"title":"Keenan \/ Hardcover \/ English","offer_id":47834180878493,"sku":"9781732891067","price":58.92,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0619\/5648\/9373\/files\/img_89563b3b-b58d-455d-b124-6b2f7e5d6bd0.jpg?v=1776145571","url":"https:\/\/booksdeli.com\/products\/gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp-9781732891067","provider":"booksdeli.com","version":"1.0","type":"link"}