Increase Sales
Avoid September Chaos By Acting in June
For sales leaders and founders about to head out for summer: the three things worth doing in June so H2 doesn't start with a month lost weeks in the autumn.
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.
Increase Sales
Sales Discovery: Close More By Asking Better Questions
Discovery isn’t a checklist before the demo. It’s diagnosis: uncover what’s happening, why it matters now, and what success looks like, both to the business and for the individual. When done well, discovery earns you the right to close.
Increase Sales
Management Handshake Is for Winning Deals, Not Saving Them
For sales leadership, the management handshake too often shows up as a fire extinguisher. By then, the signal has flipped. Here is how to deploy senior weight as an accelerator across the sales cycle and ensure the exec delivers.
Increase Sales
How to Run a Customer Event That Drives Growth
Customer events move the pipeline when sales owns the play. Here is how to design an event that drives expansion, strengthens relationships, and turns a room of 30 into a growth engine. For VPs of Sales and CROs ready to stop treating events as marketing's budget line.
Increase Sales
Why Sales Leadership Should Join Sales Calls
Your reps are in customer conversations every day. You are reading CRM updates. That gap between the pipeline report and what actually happens on calls is where leadership loses touch. Here is why VPs and CROs belong in customer contact, and how to make it count.
Increase Sales
F2F Meetings: The Advantage You're Not Using
You hired a local sales team. You pay for local presence. And then you run the same Zoom playbook as your competitor 3 000 km away. Face-to-face is a discovery, retention and expansion weapon most teams have forgotten how to use. Here is how to bring it back.
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Free Trials in Sales-led Growth
Free trial requests are rarely about the trials themselves. For GTM leadership, here is how to handle free trials and how to measure their success. For sales reps: when to say no, when to say yes, and how to win those opportunities.
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Land-and-Expand Motions are Now Winning
Land-and-expand is no longer just one growth strategy among others. It's gaining in popularity among B2B tech companies that want predictable, compounding revenue. Here's what it is, how it works, and whether it fits your business.
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.
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How to Run a Sales Pipeline Review
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
Measure Sales Velocity to Fire Up Sales-Led Growth
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
The Complete Guide to Choosing a Sales Qualification Framework
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.