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
Failed to add items
Add to basket failed.
Add to wishlist failed.
Remove from wishlist failed.
Adding to library failed
Follow podcast failed
Unfollow podcast failed
Get 30 days of Standard free
Gap Prospecting: Getting the Buyer to Engage
Buy Now for £13.14
-
Narrated by:
-
Keenan
-
Will Aitken
-
By:
-
Keenan
-
Will Aitken
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 understand their problem—and the cost of leaving it unsolved.
You'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.
This isn't a book of scripts, templates, or hacks. It's a way to change how prospects think before they ever agree to talk.
Gap Prospecting is the prequel to Gap Selling. 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."
If you want more replies, better conversations, and real pipeline, stop trying to get attention.
Start creating relevance.
©2026 Jim Keenan & Will Aitken (P)2026 Jim Keenan & Will AitkenSales gold for the AI age
Something went wrong. Please try again in a few minutes.