Mastering Gap Selling: From Client Analysis to B2B Closing
Gap Selling in practice: diagnose the current state, quantify the gap to the client’s goal, and build a proposal that justifies it.
Gaëlle Boutaud
Sales Methods
33 articleslatest article on May 19, 2026
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Open-Ended Questions: Definition, Types, and Examples to Sell Better
Open-ended question: definition, difference from closed questions, 4 types, and examples for discovery, negotiation, and closing in B2B sales.
Gaëlle Boutaud
Solution Selling: Optimize Your Sales Concretely
Solution Selling: Bosworth’s origins, diagnosing pain points, how it differs from product selling, links to value and Challenger selling, and KPIs to tr...
Gaëlle Boutaud
SPIN Selling: Mastering the Art of Strategic Questions
Situation, Problem, Implication, Need-payoff: how to ask SPIN questions, with examples, to qualify and close complex B2B sales.
Gaëlle Boutaud
QQOQCP: an effective method for problem analysis
QQOQCP: the 6 questions (Who, What, Where, When, How, Why), how it differs from QQOQCCP, and examples for framing a problem or a prospect.
Gaëlle Boutaud
Sales Forecasting: The Complete Guide to Methods and Tools
Learn how to create reliable sales forecasts. Explore essential methods, modern tools, and tips to improve your accuracy.
Gaëlle Boutaud
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MEDDIC: The B2B Sales Qualification Framework for Complex Deals
Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion: the MEDDIC guide to qualify complex B2B sales, compared to BANT.
Gaëlle Boutaud
Soncase: understanding your customers’ buying motivations
Soncase: the 7 buying motivations, the discovery questions that reveal each buyer’s dominant lever, and the pitch that matches it.
Gaëlle Boutaud
CRAC Method: An Expert Approach to Handling Sales Objections
Clarify, Reframe, Argue, Control: the CRAC method for handling price, technical, and organizational objections without putting the prospect on the defen...
Gaëlle Boutaud
Inbound Sales: Understanding Its Stakes and Benefits
Inbound sales: attract, qualify, and convert prospects who are already interested. Definition, comparison with outbound, 4-step process, and key skills.
Gaëlle Boutaud
CAB Method: Structure Your Sales Pitch Effectively
The CAB method: how to turn a feature into an advantage, then a customer benefit, with B2B examples, CAP differences, and the SONCAS combo.
Gaëlle Boutaud
Building Your Prospect Database: Key Methods and Tools
Need a high-performing prospect database? Discover practical methods to maximize your results starting today!
Gaëlle Boutaud
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