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.
Qualifying Leads is NEAT
NEAT qualifying framework helps sales to focus on prospects' needs and expected economic impact. NEAT was developed to meet the expectations of modern buyer by being more value-driven approach than BANT and ANUM.
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.
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.
Meet the Icon: 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.
Qualify Your Prospects Better By Using the CHAMP Framework
Use the CHAMP framework to improve your sales team's qualification. CHAMP helps sales representatives engage decision-makers and focus on the most suitable sales leads and opportunities.
🚀 GTM Club Newsletter #11: Ignore Cross-Selling at Your Own Peril
Don’t miss the opportunity right in front of you! Failing to utilise cross-selling can result in missed revenue, weaker customer relationships, and falling behind competitors who do invest in it.
Different Qualification Criteria
Explore the essential qualification criteria every B2B tech sales professional needs. Discuss critical factors, such as customer needs, decision-making, financial capability, and urgency, to identify promising opportunities to close more sales.
Getting to Know Your Prospects: Qualification and Discovery
Understanding your prospects is crucial in the fast-paced world of B2B sales. This article introduces qualification and discovery - two fundamental aspects that help you focus on the right customers and truly understand their needs. This leads to better relationships and more successful deals.
Three Critical Success Factors for Sales-Led GTM in 2025
In 2025, AI will reshape the GTM tech stack, and disciplined execution will become crucial. For sales-led companies, the focus shifts to accelerating efficient growth.
Example Agenda for a One-Day Sales Kick-Off
Planning for an effective sales kick-off? Here's a practical one-day agenda template that keeps your team engaged while covering essentials - from morning strategy sessions to evening team building, designed especially for small sales teams.
🚀 GTM Club Newsletter #10: 3… 2… 1… SKO!
Ready to kick off 2025 with impact? In this newsletter, we dive into planning successful Sales Kick-Offs. Learn practical tips for aligning your team, building momentum, and setting the stage for a successful year.