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
Customer intimacy: How an ICP unlocks insights that drive revenue
qualifying

Customer intimacy: How an ICP unlocks insights that drive revenue

How can an ideal customer profile help you build customer intimacy within your company, as well as drive new revenue? Learn what an ICP can do for you + 7 innovative ways to use it.
Steli Efti
10 min read
How to use the past (and future) to close more deals
qualifying

How to use the past (and future) to close more deals

Great salespeople take their prospects on a journey through time. They don’t just focus on the present—they focus on the past and future, too.
Steli Efti
3 min read