{"product_id":"gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp","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","brand":"Will Aitken, Keenan","offers":[{"title":"Hardcover","offer_id":47485136699628,"sku":"9781732891067","price":37.32,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0684\/1791\/3068\/files\/9781732891067.jpg?v=1775686713","url":"https:\/\/intl.allstora.com\/products\/gap-prospecting-getting-the-buyer-to-engage-how-problem-centric-prospecting-increases-pipeline-by-changing-everything-you-know-about-outreach-prosp","provider":"Allstora","version":"1.0","type":"link"}