Gap Selling

Struggling to differentiate? Coach reps to sell the gap between the buyer's current state and where they need to be.

Help your team sell the gap between where the buyer is today and where they need to be. This initiative is especially valuable when a new competitor enters the market and your team needs to create clear differentiation. Hive coaches reps to diagnose the buyer's current state thoroughly, paint a vivid picture of the future state, and quantify the gap in terms the buyer cares about. Each call is assessed on current state exploration, future state articulation, gap quantification, and how well the rep positioned your solution as the bridge. Built for teams competing in crowded markets where product features alone are not enough to win.