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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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.
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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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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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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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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
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.