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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.
Increase Sales
Master art of B2B sales, the critical component of sales-led go-to-market, to increase your sales and accelerate your GTM motion. Here, we uncover the tactics that build pipelines, drive revenue, acquire new customers, and elevate your and your team's sales performance.
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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.
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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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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.
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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.
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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.
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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.
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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.
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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.
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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.
Lead & Opportunity Qualification
Common Lead Qualification Mistakes
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
Meet the SCOTSMAN: A Framework for Enterprise Sales 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.