How to Know Your Customer: 3 Tips for Uncovering Their Needs

A salesperson getting to know a customer in a coat shop

Are you struggling to close deals despite having great products or services? What if understanding your customer better could dramatically improve your sales success? In Gap Selling, Keenan emphasizes how to know your customer’s true needs and motivations. His methodology focuses on three crucial goals: becoming an expert in your customer’s business, uncovering their genuine objectives, and identifying the root causes of their challenges. Discover how to build stronger, more profitable customer relationships.

What Is an Option Pool? Why It Should Be on Your VC Term Sheet

A professional man looking upward with a questioning look illustrates the question, "What is an option pool?"

What is an option pool? What are the implications of creating one for your startup? How does the size of your option pool affect negotiations with venture capitalists? In their book Venture Deals, Brad Feld and Jason Mendelson break down the complexities of option pools and their impact on company valuations. They explain how this reserved pot of shares can both attract talent and affect ownership stakes during fundraising rounds. Keep reading to discover how to navigate option pool negotiations and protect your equity as a founder.

How to Make a Sale: 2 Steps and Tips From Gap Selling

Two hands shaking after making a sale

Is selling really as simple as showing customers what they want to buy? What separates successful salespeople from those who struggle to close deals? Keenan’s book, Gap Selling, reveals an approach to making sales by identifying and leveraging the gap between a customer’s current situation and their desired outcome. Learning how to make a sale requires understanding the psychology behind customer decisions and mastering the art of demonstrating genuine value. Take a look at Keenan’s proven sales methodology that has transformed countless struggling salespeople into top performers.

Why Liquidation Preference Is a Key Term Sheet Provision

A piece of paper with the words "Liquidation preference" printed on it

What happens to your startup’s proceeds when it’s sold? How do liquidation preferences determine who gets paid first? In Venture Deals, Brad Feld and Jason Mendelson explain how liquidation preference impacts the distribution of funds during a company sale. This crucial term sheet provision can mean the difference between founders walking away with profits or empty-handed when their startup gets acquired. Keep reading to understand how liquidation preferences work and why they matter for your startup’s future.

What Is Solution Selling? (+ How to Measure Product Value)

A lightbulb above a salesperson head, representing solution selling

What is solution selling? How can you determine if your solution truly delivers value to your customers? Keenan’s book Gap Selling revolutionizes sales by introducing a practical framework for measuring and demonstrating value to customers. Keenan’s method focuses on quantifying the gap between a customer’s current state and their desired outcomes, helping sales professionals create compelling value propositions. Discover a systematic approach to evaluating solution benefits, understanding implementation costs, and making data-driven decisions.

Acquisition Letter of Intent: Exclusivity Clauses & Due Diligence

A cartoon drawing of a businessman sitting at a desk and holding a document illustrates an acquisition letter of intent

What happens after you receive an acquisition letter of intent from a potential buyer? How do cultural differences affect the way LOIs are interpreted around the world? In Venture Deals, Brad Feld and Jason Mendelson explain the key elements of an acquisition letter of intent and its implications for business owners. From exclusivity clauses to due diligence requirements, understanding these components helps navigate the complex process of company acquisition. Keep reading to learn crucial insights that could protect your interests when dealing with potential buyers and investors.

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.