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.

Asset Deal vs. Stock Deal: Weighing the Advantages & Pitfalls

A balance scale with "ASSET DEAL" on one side and "STOCK DEAL" on the other illustrates asset deals vs. stock deals

What happens to your company’s liabilities when you sell it? How can the structure of a business sale impact both buyers and sellers? In their book Venture Deals, Brad Feld and Jason Mendelson discuss asset deals vs. stock deals in company acquisitions. Their insights help business owners understand the advantages and potential pitfalls of each approach, from liability transfers to tax implications. Whether you’re considering selling your company or looking to acquire one, understanding these deal structures could save you from costly mistakes down the road.

Reboot by Jerry Colonna: Book Overview & Takeaways

A business leader reading a book

What drives successful leaders to make meaningful changes in their lives? What’s Reboot by Jerry Colonna about? In Reboot, Jerry Colonna explores the deep connection between personal growth and effective leadership. The book challenges traditional leadership development by focusing on self-awareness, emotional courage, and the power of vulnerability. Read more in our brief overview of Reboot.

How to Manage an Acquisition Offer: Grasp These 2 Concepts

A professional woman reading a document in an office illustrates how to manage an acquisition offer

What happens when a company receives an acquisition offer? What does due diligence require? Should you go with an asset deal or a stock deal? In their book Venture Deals, Brad Feld and Jason Mendelson break down the complex process of company acquisitions. From letters of intent to due diligence requirements, they guide entrepreneurs through the essential steps and decisions involved when selling their business. Let’s explore the key elements you need to know before signing that acquisition offer on the dotted line.

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.

Pre- and Post-Money Valuation: Venture Capitalists Explain

People in silhouette in a conference room with a cityscape through the windows illustrates pre- and post-money valuation

How much of your company will investors really own after funding? What determines your startup’s worth in the eyes of venture capitalists? In their book Venture Deals, Brad Feld and Jason Mendelson break down the essentials of pre- and post-money valuation in venture capital deals. Understanding these concepts helps founders navigate negotiations and avoid surprises about ownership stakes after investment. Keep reading to learn how different valuation theories affect what VCs think your company is worth—and how to pitch your startup accordingly.

How Do You Hold Employees Accountable? 2 Strategies

A manager holding an employee accountable by talking to them in the workplace

Why do some sales teams consistently hit their targets while others struggle? How do you hold employees accountable without damaging team morale and trust? Sales expert Keenan’s book Gap Selling reveals insights into creating a culture of accountability within sales teams. The focus lies on rewarding honest communication and utilizing data-driven approaches to achieve predictable sales outcomes. Discover actionable strategies that will transform your sales team’s performance and create a more transparent, trust-based environment.

What Is Venture Debt? How It Works + Pros & Cons

A businesswoman in a yellow jacket looking up and wondering about something illustrates the question, "What is venture debt?"

What is venture debt, and how does it differ from traditional startup funding? What are the potential benefits and risks of this alternative financing option? In Venture Deals, Brad Feld and Jason Mendelson explain how venture debt offers startups a way to secure funding without giving up equity. This specialized form of lending has become increasingly popular, but recent events such as the SVB collapse highlight important considerations for entrepreneurs. Read on to discover the advantages, drawbacks, and real-world implications of choosing venture debt for your startup’s growth.

Subscription Fatigue: Why Many Consumers Click to Cancel

A man looking at a Netflix subscription on a tablet illustrates subscription fatigue

What’s behind the explosive 600% growth in subscription services over the past decade? Why are more consumers hitting their breaking point with recurring payments? The rise of subscription-based services has transformed how we access everything from entertainment to groceries. As companies shift from selling products to renting access, consumers face mounting costs, frustrating cancellation processes, and questions about the true value they receive. Keep reading to discover how subscription fatigue is reshaping consumer behavior and what it means for the future of the subscription economy.