Develop a Sales-Led GTM Strategy
Challenge: How to Close in Three Days?
Your sales cycle is too long. You know it, your board knows it, and your team feels it every single day. The question is not whether you need to shorten it but how.
Ilkka Vertanen - GTM Club Founder
Drawing on sales-led GTM experience, GTM Club's founder Ilkka advises on increasing B2B tech sales and scaling SaaS businesses.
GTM Club Newsletter
🚀 GTM Club Newsletter #18: The Treasure Trove Is Found!
Unlock your next wins. Discover the real value in asking about customer pain. This issue reveals expert tips, helpful frameworks, and questioning styles to make your discovery session hit harder.
Increase Sales
The Complete Guide to Choosing a Sales Qualification Framework
Choosing the right sales qualification and discovery framework helps your team focus on the right opportunities. This guide compares BANT, MEDDIC, CHAMP, and five other frameworks so you can pick the best one for you based on how you sell, your product's complexity, and your sales team's experience.
Increase Sales
Different Qualification Criteria and Discovery Themes in Tech Sales
Effective sales in the B2B tech sector rely heavily on two interconnected processes: qualification and discovery. Qualification involves assessing whether a potential customer is a good fit for your solution, while discovery delves deeper into understanding their business context and specific needs.
AI Accelerates Sales-Led GTM
Launch of Sales-Led GTM Playbook
Today marks the launch of GTM Club's Sales-Led GTM Playbook. Serving as an AI-powered knowledge hub, the Playbook consolidates every blog post, guide, and resource produced by the GTM Club to help operators drive sales-led growth.
Develop a Sales-Led GTM Strategy
GTM Club's Guide to Sales-Led GTM
A sales-led go-to-market strategy drives growth when selling complex and high-value products in the B2B tech sector. GTM Club's guide will help you understand sales-led GTM.
Increase Sales
The Q4 Sales Checklist: 90 Days to Hit Target
Q4 isn't just another quarter; it’s the final, high-stakes sprint that determines your annual trajectory. For leaders of sales-led growth, these ninety days are when disciplined planning turns into decisive action. It’s time to ensure your Go-To-Market motion has the closing power to hit the target.
GTM Club Newsletter
🚀 GTM Club Newsletter #17: Accelerate Through Q4!
As we enter the final quarter of 2025, it's time to take the last sprint towards sales targets while simultaneously laying groundwork for 2026. We provide actionable strategies to close Q4 strong.
Increase Sales
Lead With Value in Q4
The fourth quarter is the final opportunity to deliver on annual sales goals. Lead with targeted value by addressing discovered pain, accelerating deals without unnecessary discounting.
Annual Planning
Start Preparing For 2026
We are closing in on the dreaded Q4, and with it come two key tasks for GTM leaders: to nail sales in Q4 and simultaneously plan, budget, and prepare for the upcoming year. Our free template for prepping to plan 2026 sales is designed to help you get a head start.
GTM Club News
Panel Discussion Recap: Rebuilding the Revenue Engine
GTM Club founder Ilkka participated in a panel discussion about how AI is transforming sales, customer success, and operations. Here are the key notes from the conversation.
Increase Sales
Why Is Discovery So Difficult?
Sales discovery is often seen as one of the most challenging parts of the sales process. The difficulties range from the relationships on the buyer's side to the seller’s lack of curiosity.