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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.
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Master art of B2B sales, the critical component of sales-led go-to-market, to increase your sales and accelerate your GTM motion. Here, we uncover the tactics that build pipelines, drive revenue, acquire new customers, and elevate your and your team's sales performance.
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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.
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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.
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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.
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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.
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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.
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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.
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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.
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Measuring Cross-Selling Success: Key Metrics and KPIs
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.
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Why Cross-Selling Fails and How to Avoid Failure?
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.
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What is Cross-Selling in B2B Tech?
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.
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Win/Loss Analysis - How to Do It Yourself?
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.