Start Preparing For 2026

We are closing in on the dreaded Q4, and with it come two key tasks for GTM leaders: to nail sales in Q4 and simultaneously plan, budget, and prepare for the upcoming year. Our free template for prepping to plan 2026 sales is designed to help you get a head start.

Panel Discussion Recap: Rebuilding the Revenue Engine

GTM Club founder Ilkka participated in a panel discussion about how AI is transforming sales, customer success, and operations. Here are the key notes from the conversation.

Why Is Discovery So Difficult?

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.

🚀 GTM Club Newsletter #16: To Find Gold, Dig Deeper

We're diving deep into the world of discovery. We explore how qualification and discovery work together to drive successful deals. You'll learn why pain points are central to both processes and why the most valuable discoveries in sales come from digging deeper than surface level.

How to Improve Discovery with AI?

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.

How To Leverage the Discovered Information?

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.

Different Qualification Criteria and Discovery Themes in Tech 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.

When Have You Asked Enough Discovery Questions?

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.

🚀 GTM Club Newsletter #15: In Search of Treasure

Ever been on a treasure hunt? The thrill of discovery, the excitement of uncovering secrets, and the satisfaction of finding what you're looking for are all elements similar to what makes a great sales discovery process. In this edition, we start our deep dive into discovery in tech sales.

How to Ask Great Questions During the Discovery

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.

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.

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.