GTM Club Newsletter

🚀 GTM Club Newsletter #12: Introducing Talent Pool and Qualification Frameworks

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.

Ilkka Vertanen - GTM Club Founder

23 Feb 2025 — 6 min read

Welcome to GTM Club Newsletter #12: Today's menu has a special announcement!

🚀 New: GTM Club Talent Pool - Find your next hire!
Qualification - Why it's important and some common frameworks
What Experts Say About Lead Qualification

🆕 Introducing GTM Club Talent Pool

Oh boy, this is exciting! This week, we launch our free talent matchmaking service 🚀

For Hiring GTM Leaders:

Each Newsletter will feature up to three profiles from our Talent Pool. The talent is promoted anonymously to enable people who are not openly searching to participate.
If any of the profiles interest you, message me (Ilkka) on LinkedIn. I will then share your information with the candidate.
If interest is mutual, I'll make an intro, and parties will take it from there.

For Talent:

If you want to be included in the Talent Pool, contact me (Ilkka, again) on LinkedIn.
I will send you a form to complete so I can collect the necessary information.
You’re in!

See a talent of interest or want to be included as a candidate? Message Ilkka on LinkedIn.

GTM leader rushing into implement a version of MEDDIC qualification framework.

Mastering Enterprise Sales Qualification with MEDDIC

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.

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.

A sales leader offering their team a NEAT drink as reward for qualification well done.

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.

Prospecting is not to those of faint of heart.

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.