Guest Blog
Human-Led Sales In an AI-first World
A guest blog from Samia Soussan details why intentional human interaction still drives and wins bigger deals, faster. Even in our AI-first World.
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.
Guest Blog
A guest blog from Samia Soussan details why intentional human interaction still drives and wins bigger deals, faster. Even in our AI-first World.
Increase Sales
A pipeline review is one of the most impactful tools sales leadership has to drive action, improve sales forecasting, and, most importantly, support their sales teams. We offer a guideline on structuring the discussion for conducting an impactful pipeline review.
Increase Sales
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.
Increase Sales
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.
Increase 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.
Increase Sales
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.
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.
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.
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.
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.