News

Ziarul Financiar

February 18, 2025 Comments Off on Ziarul Financiar

Is a great salesperson born or made? In a recent interview for Ziarul Financiar, our CEO Mihai Guran
highlights a key truth: sales is not just an innate talent, but a skill that can be developed. The secret
to success? Motivation and a true desire to grow.

  • High-performing sales teams are built, not accidental. A great sales team should be diverse and
    complementary:
     Diversity – in age, experience, work styles, and cultural backgrounds.
  • Complementarity – some people are more analytical, while others rely on intuition, each playing
    a crucial role in customer interactions.

An analytical client will resonate better with a salesperson who speaks in numbers and data, while
an emotional client will respond to a more empathetic approach. Self-awareness and understanding
the psychology of others are essential in sales. People don’t just buy products—they buy
connections. The best salesperson is the one who makes the client feel understood.

https://www.zf.ro/zf-it-generation/zf-it-generation-mihai-guran-fondator-ceo-salesommo-platforma-22668937

Sales, ICP Score, Focus, Personalize, Precision, People, Win More, diversity, sales team, complementarity, Data

Related posts

B2B lead qualification questions
Blog

Lead Qualification Questions: What to Ask, How to Ask It, and What You Are Actually Listening For

June 17, 2026 Comments Off on Lead Qualification Questions: What to Ask, How to Ask It, and What You Are Actually Listening For

The right lead qualification questions do not feel like an interrogation. This guide covers what to ask, how to ask it naturally, what a real answer sounds like versus a polite deflection, and how GTM Intelligence changes the conversation before it starts.

BANT CHAMP MEDDICP custom methodology in lead qualification
Blog

Lead Qualification Criteria: How to Know Which B2B Leads Are Worth Your Time

June 11, 2026 Comments Off on Lead Qualification Criteria: How to Know Which B2B Leads Are Worth Your Time

Most articles on lead qualification frameworks read like a menu: here are six acronyms, pick one. If you cannot apply it in a real conversation with a real lead is not a framework, it is vocabulary. This guide covers BANT, CHAMP, and MEDDIC, the honest cost of applying each one, and which fits better a small B2B sales team running a GTM Intelligence platform, working without an SDR layer. The framework matters less than the pre-call work to decides which leads deserve the conversation in the first place.

AI Lead qualifcation
Blog

Lead Qualification Criteria: How to Know Which B2B Leads Are Worth Your Time

June 3, 2026 Comments Off on Lead Qualification Criteria: How to Know Which B2B Leads Are Worth Your Time

A pipeline full of meetings is not the same as a healthy pipeline. The difference almost always comes down to which leads made it through and why. Lead qualification criteria are the specific, measurable signals that turn “good fit” from a vague feeling into a pass/fail decision a system or a rep can apply in 60 seconds. This guide covers the four categories every B2B team needs to evaluate, how to identify the criteria that actually predict a closed-won deal in your business, the checklist to run every inbound lead through, and where Agentic-AI qualification removes the manual work that makes the whole system break down at scale.