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.
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.
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.
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.
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.
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.
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.
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.
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.
Sales kickoffs are vital annual gatherings where sales teams align on objectives, develop skills, and build momentum for the year ahead. These events focus on three key areas: strategic alignment, learning and development, and team building.
Read GTM Club’s comprehensive guide to implementing successful cross-selling initiatives in B2B tech companies. This playbook walks you through the key elements of planning, executing, and optimising your cross-selling initiatives.
To improve the success of cross-selling initiatives, one must learn how to track and optimise the right metrics. This comprehensive guide helps you measure what matters, identify improvement opportunities, and drive better business results through a data-driven approach.
GTM Club Newsletter
GTM Club Newsletter #9 introduces personal sales plans and wraps up our series on annual sales planning. Personal sales plans can be your secret weapon when we enter 2025!
GTM Club News
Our Personal Sales Plan Template helps sales reps create structured plans for 2025. This essential resource is now available for free to all GTM Club members and recommended to those reps who are set out to crush quota in 2025.
Develop a Sales-Led GTM Strategy
Personal sales plans are vital to successful annual sales planning. They ensure consistent efforts, better performance, and reaching sales budgets, empowering sales teams to achieve success in 2025.
Increase Sales
Cross-selling is a great way to boost company growth. Unfortunately, many cross-selling initiatives fail. We address a few common issues that cause cross-selling to fall flat and offer advice on mastering cross-selling.
Increase Sales
Tech companies systematically seek to increase their revenue and average customer lifetime value by cross-selling new products to their customers. Cross-selling is typically faster and more cost-effective than acquiring new customers, enabling companies that ace it to grow faster than their peers.
GTM Club Newsletter
GTM Club Newsletter #8 is here to help with sales planning for 2025. We have been busy creating new resources for your planning sessions, and we introduce them here today.
GTM Club News
Our Sales Plan 2025 template empowers sales leaders to navigate the budgeting and planning season. This comprehensive resource is now available for free to all GTM Club members.
GTM Club News
GTM Club is celebrating its first anniversary. With members from 11 countries, we celebrate our growing contribution to the global GTM community!
Develop a Sales-Led GTM Strategy
A good sales plan is aligned with market trends, tightly integrating sales and marketing, and clearly states roles and responsibilities. Key objectives include driving growth, retention, and managing high-value accounts. Here are our guidelines for creating one.
Increase Sales
A critical piece of developing sales is understanding why opportunities are won or lost. Win/Loss analysis answers this question for you. DIY version of Win/Loss analysis helps you gain insights without breaking the bank.
GTM Club Newsletter
GTM Club Newsletter #7 focuses on the upcoming Q4 and aims to support sales and GTM leadership during the closing of 2024 and preparing for 2025.
Increase Sales
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.