Risk to Adoption
Employees using public AI tools without company approval, creating blind spots for leadership.
What is Shadow AI?
The most recent addition to the sales team
Who is Gabriella?
What is the only food that never goes bad?
What is Honey?
Parent Company to BSN
What is Entegration?
This is the difference between a prospect’s current state and their desired future state, and it represents the value of a sale
Most organizations that take the AI Risk Assessment fall into this category of AI Risk.
What is Unmanaged AI Adoption?
Long time PEC who now guides new partners
Who is Steve?
Which brand has the famous slogan: "Melts in your mouth, not in your hand"?
What are M&M's?
According to BSN, this is the weakest link in cybersecurity.
What are humans?
A rep should speak this much on a discovery call. (%)
What is 20%
A team pastes sensitive client information into an unapproved AI tool, exposing company data.
What is the paste problem?
Angela's favorite flavor of Celcius
What is Strawberry Kiwi
This city has the most major professional sports championships in the United States, with over 50+ titles across the NFL, NBA, MLB, and NHL
What is New York City?
This is the year BSN was founded.
What is 2014?
According to Gap Selling, if this does not exist, there is no deal to close.
What is a problem (or pain)?
This 3 phased approach helps an organization build guardrails, begin to test AI pilots and get measurable success.
What is a the 90-day roadmap?
Chris Snell played this varsity sport in HS
What is tennis?
What is the most frequently requested song at a Karaoke bar?
What is Bohemian Rhapsody?
He was the first employee hired at BSN.
Who is Mike Coyle?
Keenan argues that this part of the sales process is actually the sale itself, not just a step before it.
What is discovery?
This path is completed after AI Fundamentals Training, AI Cybersecurity Training, and Bootcamp—preparing partners to deliver the R2A Program.
What is the Partner Success Path?
As a young child, he pronounced his name "Age Milk and Toast"
Who is Art? (Arthur Michael Gross)
Steve Jobs was a video game designer at what company in 1974?
What is Atari?
Which celebrity did Art do an interview with
Who is Kathy Ireland?
Instead of pitching features, Gap Selling teaches reps to position their solution as this between the customer’s current and future state.
What is the bridge to the gap?