GTM Club (Page 2)

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.

A seller searching for missing information.

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 #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.

A modern account executive on a discovery call with prospect. The AE is utilising AI tools to assist with the conversation.

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.

A sales leader confidently presenting to a customer the benefits they can deliver. His presentation is based on thorough discovery.

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.

A sales leader doing research before the first meeting with a prospect.

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.

A seller approaching on final discovery questions.

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 #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.

Asking good discovery questions is a better approach than just shouting them louder.

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.

Discovery is about asking open-ended questions. In a similar spirit as a toddler would but in professional manner.

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.

A sales leader discovering where his prospects feels the pain.

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.

🚀 GTM Club Newsletter #14: How to Kill Your Biggest Time Sink (Sales Qualification, Part 3/3)

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.

A sales leader floating in space and teaching a class about lead and opportunity qualification.

Build a Team for Sales-Led GTM

Sales Qualification Isn’t a Gut Feeling, It’s a System. Here’s How to Train It.

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.

BANT, MEDDIC, CHAMP? A sales leader wondering which sales qualification framework is the best for his sales organisation.

Increase Sales

The Complete Guide to Choosing a Sales Qualification Framework

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.

A sales leader sending an army of AI-agents to search and qualify leads for him.

Increase Sales

How AI Impacts Lead Qualification?

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.