Friction in the revenue engine can kill your growth. In this newsletter, we discuss how friction can manifest in the GTM motion and how to spot and remove it. In addition, we highlight some recent resources to help you hit the ground running in January.
Personal sales plans are vital to successful annual sales planning and reaching set targets. By increasing ownership of personal sales budgets, they ensure consistent effort and better performance. GTM Club provides a free template for creating personal sales plans for 2026.
A good sales plan is aligned with market trends, tightly integrating sales and marketing, and clearly states roles and responsibilities. Key objectives include driving growth, retention, and managing high-value accounts. Here are our guidelines for creating one for 2026.
GTM is the answer to how to grow the fastest with the least friction. Like physical friction, it's the resistance that slows momentum, drains energy, and turns what should be straightforward progress into an exhausting slog. Here is how to avoid it.
We explain the sales velocity formula. By examining its four components —pipeline strength, win rate, sales cycle, and average deal size —you can identify ways to accelerate sales-led growth.
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.
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.
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.
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.
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.
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.
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
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
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
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
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
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
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
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
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.
Increase Sales
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.
Increase Sales
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
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.