Ilkka Vertanen

I installed the agentic Comet browser from Perplexity:

Oh my! I have seen the future and it's bright.

Same on Android. Looking at you Uber & Bolt.

Thanks! This is new to me but looks like a solid recommendation. Bonus points for Notion integration.

I tried Raindrop at some point but it didn't stick.

I'm sure to check Readwise out!

Once upon a time, I was a Pocket power user. My use of it has dwindled since then, but I was still saving and reading articles this week.

Sorry to see them go.

#Eurovision #Eurovision2025

CHAMP. It prioritises the buyer’s CHallenge. If there’s no pressing pain, nothing else matters.

Then you verify Authority, Money, and Prioritisation.

Below are two composite examples showing how CHAMP saves you from wasting time on the wrong prospects.

#B2Bsales #Champ #Qualification

Things I ponder about my businesses & #AI:

🤖 Should I keep building on #Notion ecosystem or lean more into raw Google Workspace?

🤖 Is Notion AI a bit behind from the rest while #Gemini seems ready to leap frog in front?

🤖 #ChatGPT is go-to AI but it's isolated from the current stack. What to do?

If you’ve never run a sales organization, you won’t hire a Sales Engineer soon enough. You’ll just be frustrated that your sales people “aren’t technical enough.”

Especially if you’re spoiled with one or two sales people who are both.

This is how you scale sales.

Best Practices for Training Sales Qualification Train your B2B tech sales team to qualify leads better.

Training your team to qualify better is a strategic investment that pays dividends in improved win rates, shorter sales cycles, and more efficient resource allocation.

#SalesTraining #Qualification #B2Bsales #GTM #SaaS

www.gtm.club/train-sales-...

And the ongoing process?

· Don't leave your team alone with just resources.

· Adjust qualification criteria based on opportunities, both lost & won.

· Review pipeline to align with the selected criteria.

· Organise role-playing sessions to reinforce the training.

· Track and measure progress.

3️⃣ Provide cheat sheets, CRM integration, and ICP documentation

Document your ICP and use it as a benchmark for qualification. Offer cheat sheets and scripts that detail questions to ask, along with clear green/red light indicators for answers. Integrate resources into your CRM to ease the process.

2️⃣ Engage your sales team to define the qualification criteria

Insights from sellers are invaluable. Ensure your salespeople actively participate in selecting and refining the qualification criteria.

Let's say you go with CHAMP. What challenges are you looking for? Answer with real-life examples.

1️⃣ Select a framework & introduce it

If you don't have one yet, choose a framework like MEDDIC, FAINT, or CHAMP. Your qualification framework should reflect your sales process complexity, product offering, and overall sales team structure and competence. The framework is in the core of your system.

Sales qualification is not a gut feeling. It is a system.

It is a system that can be taught and learned.

It's not a one time training, it's on ongoing iterative process.

So how to get started?

How to Remove Your Biggest Time Sink Sales teams can double their output by qualifying prospects.

You can read it here: www.gtm.club/gtm-club-new...

Laser-focused sales qualification accelerates your sales-led GTM.

GTM Club Newsletter 14 was sent out minutes ago. It is available on our website.

Content: Selecting a qualification framework, implementing it & exploring AI.

All to eliminate your biggest time sink: Working with unqualified leads.

How many days until HBO announces a miniseries?

Accurate.

Update: I'm still dangerous. Now, it's because I'm tired.

I woke up at 5:29. Fingers on keyboard at 5:59.

Today, I'm dangerous.

Took me quite long to realise that this is not an article from The Onion.

Resource Hub: Tools for Sales-Led GTM Success Our Resource Hub offers tools for accelerating your GTM.

I have collected here some templates, downloads and guides to speed up sales-led growth.

Today, I added the Lead & Opportunity Qualification section 🚀

While Guide to Choosing a Qualification Framework is the latest one, my favourite is still How to Conduct a Pipeline Review.

#b2bsales #GTM #SaaS

Slowly but still already fast enough to catch quite a few humans. If it ever comes to that.

#Terminator #Robots #Running

ChatGPT spends 'tens of millions of dollars' on people saying 'please' and 'thank you', but Sam Altman says it's worth it You never know...

I was told to be polite growing up. It costs nothing they said.

Traffic from ChatGPT to GTM.club website has been developing nicely in the past week.

So, I did a test ("Tell me about sales-led GTM.") and asked for reasons for choosing the site as one of the sources.

Made me happy 🤩

#ChatGPT #GTM #AIO

I'm watching a podcast on Spotify.

Watching. Not just listening.

Not on YouTube. Spotify.

I thought I would never do this. 2025 is crazy.

I'm old enough but also apparently forever young 😄

For reasons lost to the history, I was slow to jump on the Gmail wagon. Now I can fool everyone!

How to Improve Lead Qualification with AI? Five ways to use AI to reduce manual qualification work.

AI has emerged as a game-changer for B2B tech sales. I wrote an article exploring the possibilities regarding lead and opportunity qualification.

AI can automate data input, provide actionable insights into prospects, and even fully automate lead qualification.

#AI #B2Bsales #GTM

They all do but still I would like to see more bold design moves with the UI. That would keep things more exciting in smartphone space.

a man says " they 're exactly the same " in front of a mirror ALT: a man says " they 're exactly the same " in front of a mirror

I updated my Samsung S24 Ultra today to iOS 18.4.

Sorry, I mean to One UI 7.

This is the most iPhone vibe I have had since ditching an actual iPhone for Android about seven years ago 🤯