Closing a Sale: 3 Tips From Sales Expert Keenan

A customer signing paperwork with a salesperson as part of closing a sale

Are you struggling to close deals despite your best efforts? What if there were proven strategies that could transform your sales approach and boost your success rate? Keenan shares valuable tips for closing a sale in his book, Gap Selling. His practical guidance helps salespeople master the art of closing deals by breaking down complex sales processes into manageable steps while maintaining authority and balanced customer relationships. Whether you’re a seasoned sales professional or just starting your career, these proven strategies will help you close deals.

How to Manage a Sales Team Effectively: 2 Strategies

A group of salespeople that are managed effectively

Is your sales team struggling to meet targets despite their best efforts? What if there was a proven method to transform your sales management approach? Keenan’s book Gap Selling introduces strategies for managing sales teams effectively. His approach combines thorough pipeline management with accountability measures that drive consistent results. Discover how to ask the right questions and implement data-driven strategies.

2 Sales Representative Requirements That Must Be Met

A smiling employee at their desk who has met sales representative requirements

Have you ever wondered what makes a sales representative truly effective? What specific requirements and practices set successful sales teams apart from the rest? Sales representative requirements have evolved significantly, as highlighted in Keenan’s book, Gap Selling. The book emphasizes the importance of understanding customer needs through strategic questioning and maintaining a structured approach to sales pipeline management. Keep reading to discover the essential requirements that can transform an average sales team into a high-performing machine.

Continuous Discovery Habits by Teresa Torres: Book Overview

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What drives customers to choose your product over others? How can you create something they truly want instead of just guessing what they might like? Product development isn’t just about delivering features—it’s about understanding what customers actually need. Continuous Discovery Habits by Teresa Torres presents a practical framework for product teams to connect with customers weekly and transform their approach to creating valuable solutions. Read more to explore a proven method that has helped companies such as Spotify and Tesco build products their customers love.

Teresa Torres’s Opportunity Solution Tree for Product Discovery

A conference room with a white board that has sticky notes, a flowchart, and the words "opportunity solution tree"

What makes product discovery truly effective for your customers? How can you ensure your team stays focused on creating genuine value instead of just adding features? Product teams often lose sight of their core mission while building new features. In Continuous Discovery Habits, Teresa Torres introduces a powerful visual framework called the opportunity solution tree that maps out the journey from customer opportunities to tested solutions. Keep reading to learn how Teresa Torres’s opportunity solution tree can transform your product discovery process.

Continuous Product Discovery: Aligning Products With Needs

Four men on a team engaging in continuous product discovery in a conference room with laptops and a big screen

What makes a product successful beyond just getting it to market on time? How can companies ensure they’re creating something customers actually want? In Continuous Discovery Habits, Teresa Torres explores how companies can better align their products with customer needs. She introduces a systematic approach to continuous product discovery that helps development teams make informed decisions through regular customer feedback and structured planning. Keep reading to learn how continuous product discovery can transform your approach to creating products that truly resonate with your target audience.

Using Product Story Mapping to Uncover Underlying Assumptions

A man, seen from behind, looking at product story mapping on a white board

What hidden assumptions might be affecting your product development process? How can you systematically uncover these assumptions to create better products? Product story mapping is a powerful technique introduced in Teresa Torres’s Continuous Discovery Habits that helps teams visualize and analyze each step of the customer journey. This method reveals crucial assumptions that might otherwise remain hidden, potentially affecting your product’s success. Keep reading to learn how product story mapping can transform your approach to understanding customer needs and creating more effective solutions.

The Product Discovery Process: 5 Steps From Teresa Torres

A product team working together on the product discovery process in a conference room

How can you truly understand what your customers want? What’s the most effective way to gather and use customer feedback in product development? Product development teams often miss crucial customer insights due to ineffective discovery practices. In Continuous Discovery Habits, Teresa Torres outlines a comprehensive product discovery process that helps teams better understand and serve their customers. Keep reading to learn how to implement a product discovery process that transforms customer feedback into successful solutions.

Teresa Torres: Customer Interviews Should Be Story-Based

A smiling woman with brown hair conducting customer interviews on a mobile phone in an open workspace

Why do customers struggle to accurately describe their own behavior? What’s the most effective way to conduct customer interviews? Teresa Torres’s customer interview methodology, detailed in her book Continuous Discovery Habits, offers a practical approach to understanding customer needs. Her story-based interviewing technique helps product teams gather authentic insights by focusing on specific experiences rather than general feedback. Keep reading to learn how Torres’s approach to customer interviews can transform your product discovery process and lead to better outcomes for your business.

Product Discovery and Delivery Are Intertwined (Teresa Torres)

A cartoon drawing of a product team working together to strategize product discovery and delivery

What makes product discovery and delivery work together effectively? How can you measure whether your product solutions are actually working? In Continuous Discovery Habits, Teresa Torres explores the interconnected nature of product discovery and delivery. She explains how to gather meaningful data, choose the right metrics, and use real-world testing to refine your products. Keep reading to learn how successful teams integrate product discovery and delivery to create solutions that truly serve their customers’ needs.