Exclusive Content.
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Why ICP-fit Is the Most Valuable Asset in Your GTM
One of the biggest execution gaps is how companies define and act on their Ideal Customer Profile (ICP).
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How Top Performers Use Qualification to Drive Both Focus and Scale
In today’s competitive market, qualification isn’t just about getting deals into the funnel, it’s about managing them with discipline throughout the funnel. And that’s exactly where top performers separate themselves from the pack. While average sellers cling to every deal that survives Discovery, top performers take a more strategic approach. They narrow their focus as…
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How Continuous Qualification Turns Stalled Deals into Closed Deals
Qualification isn’t a checkbox. It’s a continuous discipline that helps turn on the flow of real momentum by keeping sellers focused on what truly matters throughout the deal cycle. Too often, qualification is treated like a one-and-done step, something sellers “get through” early in the sales cycle and then forget. But the best-performing deals prove…
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How Better Qualification Can Supercharge Your Sales Performance
In the race to build pipeline and hit increasingly ambitious quotas, many sales teams fall into a dangerous trap: chasing volume at the expense of quality. With just a flicker of interest from a prospect, sellers dive in, sometimes without stopping to ask whether the deal is truly worth pursuing. But today’s go-to-market environment doesn’t…
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How the Qualification Gap is Costing You Deals
Sales leaders invest heavily in frameworks like MEDDPICC to bring discipline and predictability to the pipeline. In theory, these models promise clarity, consistency, and better forecasting. But in practice, the execution often doesn’t match the intention. Our data tells a troubling story:Only 36% of open opportunities that pass Discovery include both a qualification score and…
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What Makes Sales Cycles Move Faster? It Starts with Better Qualification
In fast-paced markets, speed isn’t just a goal, it’s a strategic edge. The faster you can close deals, the more you can sell, forecast accurately, and outpace the competition. But too many sales teams move like uncertain cyclists (starting, stopping, and losing momentum) because qualification wasn’t strong enough to keep them confidently in motion. The…
Is It Wise to Ignore ‘Strategic Value’ Deals Because of Low Probability?
Even the most sophisticated forecasting frameworks often struggle when assessing ‘long-shot’ opportunities; those deals with low win probabilities but potentially high strategic value if they are successful. Traditional forecasting typically relies on stage-based probability weighting, where each sales stage is assigned a predetermined probability (e.g., 20% for Discovery, 50% for Proposal Sent, and 80% for…
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7 Key Criteria Driving Successful Sales Discovery
Sales discovery isn’t just the opening act of the sales cycle – it’s the foundation upon which strong, enduring customer relationships are built. According to our research, top performers excel by up to 55% in ongoing discovery compared to their low‐performing counterparts. What does that mean in practical terms? It means they have mastered a…
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Why Deal Slippage Is a Silent Growth Killer
In today’s hyper-competitive sales landscape, deal slippage isn’t just a minor hiccup – it’s a significant threat to revenue and buyer trust. The 2025 GTM Benchmark Report by Ebsta sheds light on this pressing issue, revealing that when deals extend beyond two months, win rates plummet by a staggering 113%. This statistic underscores the critical…
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What Helps Top Performers Drive More Expansion?
In the fast-paced world of tech and SaaS, customer retention isn’t enough – expansion is the real growth driver. Companies that master ongoing engagement don’t just keep customers happy; they unlock new revenue streams through upsells, cross-sells, and renewals. The data is clear: customers with an engagement score of 30 or below are only 25%…