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.
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.
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.
GTM Club Newsletter
🚀 GTM Club Newsletter #16: To Find Gold, Dig Deeper
We're diving deep into the world of discovery. We explore how qualification and discovery work together to drive successful deals. You'll learn why pain points are central to both processes and why the most valuable discoveries in sales come from digging deeper than surface level.
Increase Sales
How to Improve Discovery with AI?
AI is revolutionising how sellers conduct discovery conversations. AI-powered tools automate research, provide real-time assistance, and manage CRM notes. With AI, sales teams have more effective discovery conversations in less time.
Increase Sales
How To Leverage the Discovered Information?
Discovery is key to winning larger deals more quickly. However, simply asking questions isn't enough; you need to leverage those answers effectively. Here we explore how to turn discovery into compelling arguments and practical sales tools at each step of the sales process.
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When Have You Asked Enough Discovery Questions?
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
🚀 GTM Club Newsletter #15: In Search of Treasure
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.
Increase Sales
How to Ask Great Questions During the Discovery
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.
Increase Sales
Winning Through Discovery Ws
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.
Increase Sales
Listen First, Sell Second: The Power of Discovery in B2B Tech Sales
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.