Drawing on sales-led GTM experience, GTM Club's founder Ilkka advises on increasing B2B tech sales and scaling SaaS businesses.
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When conducting discovery, knowing when you've asked enough questions isn't about hitting a magic number. It's about achieving a deep enough understanding to guide your prospect through the buying journey and decision-making process.
GTM Club Newsletter
Ever been on a treasure hunt? The thrill of discovery, the excitement of uncovering secrets, and the satisfaction of finding what you're looking for are all elements similar to what makes a great sales discovery process. In this edition, we start our deep dive into discovery in tech sales.
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Effective discovery requires asking questions that progressively deepen your understanding of the prospect's current situation and desired state. Don't waste time asking surface-level questions. Instead, move to uncover genuine needs and motivations.
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Sales is about winning. This article gives you the Ws (What, Who, Where, When, and Why) to win more and bigger opportunities through questioning techniques, 5W1H and Five Whys.
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Too many B2B SaaS companies rely on demos hoping prospects instantly recognise the benefits. By shifting from basic qualification to genuine discovery, you can transform your sales approach and make your demos more engaging, insightful, and successful.
GTM Club Newsletter
Laser-focused sales qualification accelerates your sales-led GTM. Sales teams can double their output by ruthlessly qualifying prospects. We explore selecting a qualification framework, AI-based solutions, and expert insights to eliminate your biggest time sink - working with unqualified leads.
Build a Team for Sales-Led GTM
Training your team to qualify better is an investment and an iterative process. The dividends will materialise over time through increasing win rates and more efficient resource allocation. Here are some guidelines for sales leaders to teach their teams better qualification practices.
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Choosing the right sales qualification framework helps your team focus on the right opportunities. This guide compares BANT, MEDDIC, CHAMP, and five other qualification 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.
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AI has emerged as a game-changer for tech sales. This article explores the possibilities regarding lead and opportunity qualification, from automating data input to providing actionable insights into prospects to fully automating lead qualification.
Lead & Opportunity Qualification
We introduce enterprise-level qualification frameworks MEDDIC, GPCTBA/C&I, and SCOTSMAN. Building on our previous discussion of more straightforward frameworks, we explore how these complex approaches help sales teams win more prominent deals.
Lead & Opportunity Qualification
We explore the most common B2B lead qualification mistakes, examining errors made by both sales teams and leadership. We provide tips on improving your qualification process, avoiding costly missteps, and building a more efficient sales pipeline.
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This guide explores how the SCOTSMAN® qualification framework helps sales professionals evaluate leads and opportunities effectively, zero in on those they can win, and let go of others as early as possible.