Increase Sales
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.
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
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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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.
Qualification and Discovery
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.
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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.
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GPCTBA/C&I: HubSpot's Discovery Framework
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.
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Mastering Enterprise Sales Qualification and Discovery with MEDDIC
The MEDDIC framework is one of the most powerful methodologies for complex enterprise sales, providing guidelines for both qualification and discovery. By implementing MEDDIC, sales organisations increase win rates while reducing the time spent on unqualified opportunities.
Qualification and Discovery
Lead Stages in B2B Tech Sales
Learn how marketing, sales development, and sales teams collaborate to nurture, qualify and move leads through the GTM organisation. This pipeline building is coordinated and measured using lead stages.
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Qualifying Leads is N.E.A.T.
N.E.A.T. Selling™ helps sales to focus on prospects' needs and expected economic impact. N.E.A.T. Selling methodology and qualifying framework were developed to meet the expectations of a modern buyer by using a more value-driven approach than BANT and ANUM.
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Don’t Faint, Use FAINT to Qualify Leads
The FAINT qualification framework helps sales representatives identify financially viable prospects and focus on companies that can allocate new budgets if interest is high enough.
Qualification and Discovery
Identify and Qualify Decision-Makers With ANUM
Implement the ANUM framework for improved lead qualification. ANUM helps sales representatives quickly identify decision-makers and focus on the most promising sales opportunities with a clear path to purchase.
Qualification and Discovery
The Classic: BANT Qualification Framework
Use the BANT framework to improve how your sales team qualifies leads and opportunities. BANT helps sales evaluate prospects based on their budget, decision-making authority, needs, and timeline to purchase.