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Why Is Discovery So Difficult?
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.
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GTM Club Newsletter
🚀 GTM Club Newsletter #16: To Find Gold, Dig Deeper
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.
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How to Improve Discovery with AI?
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.
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How To Leverage the Discovered Information?
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.
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When Have You Asked Enough Discovery Questions?
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.
GTM Club Newsletter
🚀 GTM Club Newsletter #15: In Search of Treasure
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.
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How to Ask Great Questions During the Discovery
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.
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Winning Through Discovery Ws
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.
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Listen First, Sell Second: The Power of Discovery in B2B Tech Sales
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.
GTM Club Newsletter
🚀 GTM Club Newsletter #14: How to Kill Your Biggest Time Sink (Sales Qualification, Part 3/3)
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.
Build a Team for Sales-Led GTM
Sales Qualification Isn’t a Gut Feeling, It’s a System. Here’s How to Train It.
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.
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How AI Impacts Lead Qualification?
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.