Conduct exploratory conversations to understand prospect situations and qualify fit before investing time in demos or proposals that might waste both parties' time.
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Your sales pipeline works exactly like a marketing funnel, you just need to know how to optimise it. Build the assets that help your team close: proposals that win, workflows that keep deals moving, and materials that answer objections before they kill opportunities.
Deals slip through cracks when your sales stack doesn't work together. These tools keep your pipeline visible, your follow-ups timely, and your process tight.
HubSpot is powerful when configured properly and a mess when it's not. Set up your instance correctly from the start so your data stays clean and your team trusts the system.
Sales reps waste hours on admin when HubSpot isn't set up for how they actually work. Configure your workspace so the CRM helps you sell instead of slowing you down.
A bad discovery call wastes everyone's time. A good one uncovers real needs, builds trust, and positions your solution as the obvious choice before you ever pitch.
Neil Rackham
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A clear walkthrough of Situation, Problem, Implication, Need payoff with examples that match complex deals.
David Hoffeld
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Research backed techniques for discovery, framing and closing that marketers can support with better assets.
Wake up cold leads who went quiet. Try a new angle, share fresh content, or ask directly if they are still interested. Remove after 3-4 touches with no response.
Find leads leaking through gaps most companies ignore. Google Business, support emails, phone enquiries, and high-traffic pages without CTAs.
Use specific tactics that ask for the sale and overcome final hesitation to convert qualified prospects who need a clear signal that it's time to commit.
Require email addresses in exchange for valuable content to generate leads whilst ensuring the asset provides enough value to justify the friction.
The percentage of proposals sent that result in a signed contract.
The percentage of discovery calls where the prospect is confirmed as a qualified sales opportunity.
Identify prospects that sales has vetted as qualified opportunities, establishing the handoff from marketing to active deal pursuit.
Sequence multiple touchpoints across channels and time to increase response rates through persistent but respectful follow-up that prospects don't perceive as harassment.
Gradually collect information across multiple form submissions rather than overwhelming new leads with long forms that decrease conversion rates.
The percentage of qualified opportunities that receive a formal proposal or quote.
Prepare responses to common purchase concerns to address doubts confidently and move deals forward rather than being surprised by predictable pushback.
Qualify leads systematically by assessing budget, authority, need, and timing to focus sales effort on high-potential opportunities.
Conduct exploratory conversations to understand prospect situations and qualify fit before investing time in demos or proposals that might waste both parties' time.
Flag leads who meet defined engagement or fit criteria, creating a qualified handoff between marketing and sales for efficient follow-up.
Identify individuals who've shown initial interest in your offering, separating them from cold prospects for targeted nurture.
Offer specific downloadable resources related to blog content to convert readers into leads by providing deeper value on topics they're already interested in.