Drawing on sales-led GTM experience, GTM Club's founder Ilkka advises on increasing B2B tech sales and scaling SaaS businesses.
Increase Sales
The MEDDIC framework is one of the most powerful qualification methodologies for complex enterprise sales. By implementing MEDDIC, sales organisations increase win rates while reducing the time spent on unqualified opportunities.
GTM Club Newsletter
Today, we are excited to introduce the GTM Club Talent Pool. After that, we will discuss lead qualification and how related frameworks have evolved from traditional budget-driven methods to modern customer-centric approaches.
Increase 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.
Increase Sales
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.
Increase Sales
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.
Increase Sales
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.
Increase Sales
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.
Increase Sales
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
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.
Increase Sales
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.
Increase Sales
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.
Develop a Sales-Led GTM Strategy
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.