MEDDIC sales methodology: 6 stages to boost B2B sales success
qualifying

MEDDIC sales methodology: 6 stages to boost B2B sales success

Ready to crush your sales goals? Start using the MEDDIC sales methodology, a framework of questions that B2B sales reps can use to properly qualify leads.
Steli Efti
13 min read
40 open-ended sales questions + how to ask them
b2b sales

40 open-ended sales questions + how to ask them

Open-ended sales questions cannot be answered with Yes or No. They inherently require the other person to talk more freely. Learn how to use open-ended questions to get key insights to qualify and move the deal forward.
Steli Efti
16 min read
18 steps to the ultimate discovery call + free discovery call checklist
qualifying

18 steps to the ultimate discovery call + free discovery call checklist

Discovery calls can sometimes seem like just one extra step that slows down your time to close. But, what exactly is involved in an effective discovery call? How is it related to qualification? And how do you run a discovery call that works?
Steli Efti
21 min read
21 sales training questions you should be teaching your reps
training

21 sales training questions you should be teaching your reps

Want your reps to qualify better, get leads to open up about their true needs, and close deals faster? Discover the top 21 sales training questions you should be teaching your reps, and see how asking the right qualifying questions can help reps succeed.
Steli Efti
13 min read
27 revealing sales discovery questions every SaaS rep should know
qualifying

27 revealing sales discovery questions every SaaS rep should know

Want to understand your prospects better? Save time in your sales process and focus on the leads that matter most by learning how to ask the right discovery questions.
Amy Copadis
9 min read
Tire kickers in sales: 10 ways to spot them quickly + 7 methods to avoid them
sales

Tire kickers in sales: 10 ways to spot them quickly + 7 methods to avoid them

Tire kickers often have similar issues—they’re not ready to purchase now, they’re only looking for a deal, or they’re ignorant of the purchase process. Don’t worry: there are fast ways to identify tire kickers and get them out of your sales pipeline.
Steli Efti
12 min read
Customer profile analysis: Methods and hacks to boost your sales process
qualifying

Customer profile analysis: Methods and hacks to boost your sales process

Ready to turn your ideal customer profiles into something that actually helps your sales team close more deals? Discover our customer profile analysis hacks to gather & understand data, and use it to boost revenue.
Amy Copadis
14 min read
Ideal customer profile vs buyer persona: What’s the difference?
qualifying

Ideal customer profile vs buyer persona: What’s the difference?

The eternal debate of ideal customer profile vs buyer persona finally has an answer. Learn about the main differences between these two types of personas, and find out which one is right for your business.
Steli Efti
7 min read