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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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.
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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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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.
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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.
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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.
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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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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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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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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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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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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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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.