The Wiser Gap Selling Playbook transforms how sales teams identify, quantify, and close the gap between a prospect's current state and their desired future state. Through automated intelligence gathering, real-time coaching, and comprehensive deal insights, Wiser enables sales teams to consistently execute gap selling methodology while reducing administrative burden by 75%.
How Wiser Enables Continuous Gap Selling Excellence
1. Automated Meeting Intelligence & Real-Time Coaching
Post-Meeting Gap Selling Scorecard Every customer interaction, categorized by either call or deal, is automatically analyzed and scored across five critical gap selling dimensions:
Current State Discovery (0-10): Measures how effectively reps uncover the prospect's existing processes, technology, metrics, and pain points
Future State Exploration (0-10): Evaluates clarity on desired business outcomes, success metrics, and transformation vision
Problem Discovery (0-10): Tracks identification of specific problems, root causes, and affected stakeholders
Impact Quantification (0-10): Scores the rep's ability to quantify financial, productivity, and strategic impacts
Decision Process Mapping (0-10): Assesses understanding of decision criteria, buying committee, and evaluation timeline
Comprehensive Meeting Analysis Beyond scoring, Wiser automatically extracts and documents:
Gap Analysis: The specific gap between current and future state identified in each conversation
Current State: Verified processes, technology stack, and organizational challenges
Desired Future State: Business outcomes, success criteria, and transformation goals
Problem Inventory: Each problem discussed, including severity, frequency, and business impact
Problem Impact: Quantified consequences in terms of cost, time, risk, and opportunity
Compelling Events & Decision Criteria: Deadlines, triggers, and evaluation factors driving urgency
Champion Intelligence: Identification of internal advocates, their influence, and coaching needs
2. Seamless CRM Integration & Team Collaboration
Automated Data Capture
All gap selling insights sync automatically to Salesforce or HubSpot
Custom fields populated without manual data entry
Historical intelligence preserved and searchable
Instant Team Updates
Gap selling scorecards pushed to Slack/Microsoft Teams after each call
Deal updates with key discoveries and next steps
Manager alerts for methodology adherence and risk indicators
Gap-Based Follow-Up Automation
AI-drafted follow-up emails that reinforce the gap discovered
Personalized based on specific problems and impacts discussed
Ready for rep review and one-click sending
3. Comprehensive Deal Review & Inspection Framework
Multi-Source Intelligence Analysis
Wiser continuously analyzes all available deal data—meeting transcripts, emails, and CRM records—to provide:
Gap Assessment & Scoring
Master Gap Deal Score based on size and urgency of gap
Trend analysis showing gap evolution across interactions
Confidence level in gap understanding
Eight Pillars of Deal Intelligence
Gap Assessment: Comprehensive view of current vs. future state gap
Problem & Impact Assessment: Ranked problem stack with quantified business impact
Compelling Events: Identified deadlines and urgency drivers
Stakeholder Discovery: Complete buying committee map with influence levels
Champion Assessment: Champion strength scoring and development needs
Competitive Intelligence: Competitor presence and differentiation opportunities
Decision Criteria Mapping: Technical and business requirements with relative weights
Risk Indicators: Red and yellow flags with recommended mitigation strategies
4. Pre-Meeting Intelligence Briefings
Automated Account Briefings Before every meeting, Wiser generates comprehensive briefings that include:
Account gap intelligence from all previous interactions
Research on meeting participants and their likely priorities
Recommended discovery questions based on gaps in understanding
Political dynamics and sensitive topics to navigate
Specific problems to validate and impacts to quantify
Measurable Outcomes for Sales Leaders
Types of Custom Reports Accessible
Discovery Excellence Rate: # of calls scoring ≥7 on current state discovery
Impact Quantification Rate: % of deals with documented business impact
Compelling Event Coverage: % of pipeline with identified urgency drivers
Gap Score Progression: Average improvement in gap understanding over time
Pipeline Health Indicators
Gap Distribution: Pipeline segmented by gap size (1-10)
Problem-to-Impact Conversion: % of identified problems with quantified impact
Risk Management Dashboard
🔴 Red Flags (Immediate Action Required)
No quantified impact after 3+ calls
No compelling event identified
Gap score < 3 (minimal gap)
No champion after 3+ calls
Declining gap score trend
🟡 Yellow Flags (Monitor Closely)
No root cause identified for problems
Vague future state after 2+ calls
Single-threaded engagement
Missing decision criteria
Static gap score (no progression)
Coaching Intelligence
Individual rep scorecards with strengths and development areas
Team-wide gap selling competency heatmaps
Correlation analysis between gap scores and win rates
Best practice examples from high-performing reps
Time Savings & Efficiency Gains
Administrative Time Eliminated
Wiser eliminates the busywork that bogs down sales reps, automatically handling documentation, CRM updates, and prep work so your team can focus on what matters most: identifying gaps, building urgency, and closing deals.
Quality Improvements
🎯 100% consistent gap selling methodology application
📃 Complete data capture (nothing falls through the cracks)
📊 Standardized scoring for objective coaching
🧠 Historical intelligence preserved and accessible
🔎 Cross-functional visibility into deal progress
Strategic Benefits
🧑🤝🧑 Consistent methodology adoption across the entire team
👟 Data-driven coaching based on objective metrics
🕵️ Earlier identification of at-risk deals
🤝 Improved handoffs between sales and customer success
👣 Complete audit trail for deal forensics
Transform Your Sales Process with Wiser
The Wiser Gap Selling Playbook transforms gap selling from a methodology that relies on individual rep discipline into an automated, measurable, and continuously improving system. By eliminating administrative burden and providing real-time intelligence, Wiser enables sales teams to focus on what matters most: understanding customer problems, quantifying impact, and articulating the value of closing the gap.
Sales leaders gain unprecedented visibility into methodology adoption, deal health, and coaching opportunities, while reps save 5-7 hours per week on administrative tasks. The result is a more efficient, effective, and predictable sales organization that consistently identifies and closes customer gaps.
