Gap Prospecting: Getting The Buyer To Engage: How Problem Centric Prospecting Increases Pipeline By Changing Everything You Know About Outreach, Prospecting, Cold Calling, And Sending Emails

Most prospecting fails before the first conversation ever happens.

Not 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.

Gap Prospecting explains why.

In 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 ...