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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
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.
Lead & Opportunity Qualification
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.
Lead & Opportunity Qualification
The GPCTBA/C&I framework offers a comprehensive approach that goes beyond basic qualifying questions. This guide explores how the framework helps sales professionals navigate complex deals, build stronger relationships with prospects, and focus their efforts on the most promising leads.
Lead & Opportunity Qualification
The MEDDIC framework is one of the most powerful qualification methodologies for complex enterprise sales. By implementing MEDDIC, sales organisations increase win rates while reducing the time spent on unqualified opportunities.
Lead & Opportunity Qualification
Today, we are excited to introduce the GTM Club Talent Pool. After that, we will discuss lead qualification and how related frameworks have evolved from traditional budget-driven methods to modern customer-centric approaches.
Increase Sales
Learn how marketing, sales development, and sales teams collaborate to nurture, qualify and move leads through the GTM organisation. This pipeline building is coordinated and measured using lead stages.
Lead & Opportunity Qualification
N.E.A.T. Sellingâ„¢ helps sales to focus on prospects' needs and expected economic impact. N.E.A.T. Selling methodology and qualifying framework were developed to meet the expectations of a modern buyer by using a more value-driven approach than BANT and ANUM.
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.
Lead & Opportunity Qualification
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.
Increase Sales
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.