Drawing on sales-led GTM experience, GTM Club's founder Ilkka advises on increasing B2B tech sales and scaling SaaS businesses.
Lead & Opportunity Qualification
The FAINT qualification framework helps sales representatives identify financially viable prospects and focus on companies that can allocate new budgets if interest is high enough.
Increase Sales
Implement the ANUM framework for improved lead qualification. ANUM helps sales representatives quickly identify decision-makers and focus on the most promising sales opportunities with a clear path to purchase.
Lead & Opportunity Qualification
Use the BANT framework to improve how your sales team qualifies leads and opportunities. BANT helps sales evaluate prospects based on their budget, decision-making authority, needs, and timeline to purchase.
Lead & Opportunity Qualification
Use the CHAMP framework to improve your sales team's qualification. CHAMP helps sales representatives engage decision-makers and focus on the most suitable sales leads and opportunities.
GTM Club Newsletter
Don’t miss the opportunity right in front of you! Failing to utilise cross-selling can result in missed revenue, weaker customer relationships, and falling behind competitors who do invest in it.
Lead & Opportunity Qualification
Explore the essential qualification criteria every B2B tech sales professional needs. Discuss critical factors, such as customer needs, decision-making, financial capability, and urgency, to identify promising opportunities to close more sales.
Lead & Opportunity Qualification
Understanding your prospects is crucial in the fast-paced world of B2B sales. This article introduces qualification and discovery - two fundamental aspects that help you focus on the right customers and truly understand their needs. This leads to better relationships and more successful deals.
Develop a Sales-Led GTM Strategy
In 2025, AI will reshape the GTM tech stack, and disciplined execution will become crucial. For sales-led companies, the focus shifts to accelerating efficient growth.
Build a Team for Sales-Led GTM
Planning for an effective sales kick-off? Here's a practical one-day agenda template that keeps your team engaged while covering essentials - from morning strategy sessions to evening team building, designed especially for small sales teams.
GTM Club Newsletter
Ready to kick off 2025 with impact? In this newsletter, we dive into planning successful Sales Kick-Offs. Learn practical tips for aligning your team, building momentum, and setting the stage for a successful year.
Build a Team for Sales-Led GTM
Sales kickoffs are vital annual gatherings where sales teams align on objectives, develop skills, and build momentum for the year ahead. These events focus on three key areas: strategic alignment, learning and development, and team building.
Develop a Sales-Led GTM Strategy
Read GTM Club’s comprehensive guide to implementing successful cross-selling initiatives in B2B tech companies. This playbook walks you through the key elements of planning, executing, and optimising your cross-selling initiatives.