GTM Club News
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.
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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.
GTM Club Newsletter
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.
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.
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.
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.
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.
A great sales demo is critical to winning new customers. We provide guidelines on how to master sales demos in F2F or online meetings when selling SaaS products.
A sales-led go-to-market strategy drives growth when selling complex and high-value products in the B2B tech sector. GTM Club's guide will help you understand sales-led GTM.
GTM Club is the operator's guide to sales-led growth. Practical. Grounded. Repeatable.
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.
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.
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 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.
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.
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.
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.
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.
Laser-focused sales qualification accelerates your sales-led GTM. Sales teams can double their output by ruthlessly qualifying prospects. We explore selecting a qualification framework, AI-based solutions, and expert insights to eliminate your biggest time sink - working with unqualified leads.
Training your team to qualify better is an investment and an iterative process. The dividends will materialise over time through increasing win rates and more efficient resource allocation. Here are some guidelines for sales leaders to teach their teams better qualification practices.
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.
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.