Martech

JANUARY 7, 2025

This article looks at those tactics from a B2B lens, broken down by the following SEO initiatives: Content strategy. In B2B, where the purchase journey is longer, its not as simple as optimizing for product-related queries; its essential to incorporate educational content to ease users into the awareness and engagement stages.

B2B 108

B2B Engineering Education Trust 108

Martech

JULY 25, 2024

In B2B demand generation , buyer groups have become more important than individual buyers. Buyer groups include all key stakeholders in B2B purchase decisions, including people from roles you may not be actively targeting who nonetheless have a say in the final decision (examples here often include legal, IT, and/or compliance).

B2B 127

B2B Legal CRM Lead generation 127

Martech

DECEMBER 4, 2024

Almost 90% of B2B buyers prefer content from trusted B2B influencers over sales messages from B2B brands. It’s clear, of course, that B2B influencers fulfill a different role than B2C influencers. The B2B influencer space is different. Also, look close to home. Expectations must be tempered by reality.

B2B 114

B2B B2C Entertainment Niche 114

Martech

JANUARY 14, 2025

Well, you may be surprised to learn that among most B2B marketers, it averages out to be around 15%. What makes it odder is that research shows that a significant portion of B2B revenue originates from existing customers. A Forrester report found that 73% of B2B revenue comes from existing customers. Give me leads. Processing.

B2B 128

B2B Customers Objectives and Key Results Cross-sell 128

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. The post How to identify high-churn personas in B2B and mitigate their risk appeared first on MarTech. Processing.

B2B 114

B2B Contract Consult Price 114

Sales Gravy

MARCH 25, 2025

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. In B2B sales randomness is the enemy of effectiveness.

B2B 88

B2B Appointment Inside sales Pitch 88

Iannarino

MARCH 13, 2023

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client. Without value, sales is broken.

Meeting 278

Meeting B2B Cold Call Sales 278

Iannarino

JANUARY 28, 2023

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.

B2B 274

B2B Prospecting Sales Closing 274

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. But by rushing the deal to get to the pain points, you break B2B selling and buying. If you fail to address the pain points related to the buying process, you can forget about closing deals.

B2B 284

B2B Contact Clients Entertainment 284

Iannarino

FEBRUARY 25, 2023

Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the 21st-century result from the difficulty companies have making decisions around the things they buy.

B2B 286

B2B Sales Sell Closing 286

Iannarino

FEBRUARY 11, 2024

In the high-stakes world of B2B sales, rejection and competition are not just challenges but opportunities for growth. Dive into practical strategies and insights that empower sales professionals to bounce back stronger, close more deals, and cultivate a positive, resilient mindset for lasting success.

B2B 253

B2B Sales Growth Closing 253

SaaStr

FEBRUARY 24, 2025

But ordinary B2B VC deals are down. Overall deal count in B2B VC (and VC overall) is down again in January: Down -8% from December Down -64% (!) The markets remain up, HubSpot and other leaders are at all-time highs or close, and every YC batch is as full as ever. And per Sapphire Ventures , 2025 is starting off similarly.

B2B 97

B2B Growth Start-ups Closing 97

Sales Hacker

JANUARY 14, 2025

00:13:00] In really close partnership with product and engineering, we’re able to go back and talk to our customers about what’s coming. So get close. The post GTM 129: 6 Proven Tactics Driving B2B Growth appeared first on GTMnow. This quarter we’ve gotten it up to 40. [00:13:00] So let’s go to Ralph.

GTM 108

GTM Growth B2B Pipeline 108

Iannarino

APRIL 26, 2023

In B2B sales, both buying and selling have become more complex and more complicated. Selling effectively has never been easy, regardless of what you sell. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.

Closing 268

Closing B2B Sales Sell 268

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Closing email statements are a moment of truth for your prospect to feel valued and motivated. Calls-to-action shouldn’t be up to interpretation.

Closing 85

Closing Quota Healthcare Tradeshows 85

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? If you are still using a sales methodology that is closing in on its 60th birthday, you are essentially putting your sales force in a time machine, taking them back in time.

B2B 218

B2B Objectives and Key Results Pipeline Sales 218

ClickFunnels

SEPTEMBER 21, 2021

The post 17 Awesome Ideas & Strategies For B2B Lead Generation appeared first on ClickFunnels. Your B2B business needs leads like a boat needs water — not just to keep afloat but also to gain momentum. Cold outreach has been a part of B2B sales for as long as businesses have existed. But how do you find high-quality leads?

Lead generation 244

Lead generation B2B Referrals Launch 244

Martech

SEPTEMBER 11, 2024

Specifically, roughly 80% of closed sales deals we evaluated couldn’t be connected to marketing content. Dig deeper: A B2B marketer’s guide to long-form content Website While not traditional content marketing , a website is a source of content. The goal of content marketing is consumption, not creation. Processing.

B2B 131

B2B Campaign Represent Presentation 131

SaaStr

NOVEMBER 8, 2024

At SaaStr Annual, Tomasz Tunguz presented the results of their survey, along with a great story of a public company CRO who had deployed AI SDRs and generated a ton of pipeline … but no closed deals. Tons of B2B companies deploying AI SDRs already, but few deals closed so far. That was the overall result of their survey.

Pipeline 131

Pipeline Gaming Price Contact 131

Iannarino

JUNE 3, 2023

When sales managers talk about sales questions, they suggest more open-ended questions and fewer closed-ended questions. Despite this universal advice, most salespeople fail to ask powerful questions because they don’t have them. While that’s better than nothing, there are other, more powerful types of questions.

B2B 264

B2B Sales Closing 264

Iannarino

OCTOBER 30, 2023

Before they closed the doors, a good friend called me to tell me that a person known to me was systematically tweeting something my friend believed would somehow harm me. One day, I was sitting on an airplane, waiting to take off.

B2B 285

B2B Closing Sales 285

Veloxy

JANUARY 7, 2025

The quicker you can close a deal, the faster you can move on to the next one. It can help you close deals faster, increase your sales volume, and improve your bottom line. A sales cycle is the process your sales team goes through in order to close a sale with a customer. Closing: Locking in the sale and getting commitment.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Iannarino

AUGUST 13, 2024

Understanding where your ideas fall within your client's Overton Window can be the key to closing bigger, more profitable deals.

Clients 248

Clients B2B Closing Sales 248

Salesforce

DECEMBER 2, 2024

Most B2B marketers have used account-based marketing (ABM) for years. Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. If no one owns lead management, then no one is paying close attention to which leads are actually working and why. Let’s begin with a definition. Efficiency.

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

Sales Pop!

DECEMBER 5, 2023

At Pipeliner, we have just devised a new tagline for our CRM and our company: Open to Close. Pipeliner Focus Pipeliner CRM is developed for sales managers and salespeople in teams of 20 or more, that engage in a B2B consultative sales process. A sales process begins with something (“open”), and then leads to a close.

CRM 147

CRM Pipeline Closing Real Estate 147

Iannarino

NOVEMBER 13, 2024

Unlock the secrets to consistently winning more deals, earning client trust, and becoming a top-performing sales professional in today’s competitive market.

Clients 152

Clients Closing B2B Trust 152

Martech

MARCH 12, 2025

Instead of focusing solely on top-of-funnel awareness metrics, consider indicators like sales-accepted opportunities, proposal-to-close ratios and account expansion rates. Similarly, B2B companies are finding success by partnering with industry experts, thought leaders and technical communities. Processing. Leading U.S.

Strategic partnership 98

Strategic partnership Strategize Finance B2B 98

Iannarino

JULY 19, 2021

Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales. This is the B2B equivalent of social proof. The Lost Art of Closing shows you how to proactively lead your customer and close your sales. Get my 2nd book: The Lost Art of Closing. "In Our Clients.

Conversion 333

Conversion Clients Sales Presentation 333

Iannarino

AUGUST 8, 2021

Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. According to two recent studies, those are the percentages of B2B salespeople who miss their quota. The Lost Art of Closing shows you how to proactively lead your customer and close your sales.

Intrinsic 321

Intrinsic Quota Clients B2B 321

Veloxy

JANUARY 19, 2022

Rather, let the results, numbers, and value do what most mere names cannot—close the deal! When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. Some readers may be thinking, “ Hey, you shared that you multiplied revenue, what else does the B2B buyer need to know?

Cold Call 358

Cold Call Territory Quota Up-sell 358

Partners in Excellence

NOVEMBER 12, 2024

We’re anxious to close the deal! They have moved from qualified to closed won/lost/abandoned. Ideally, we know when they were qualified, how many days they stayed in each stage, when they were closed. From this, we can determine the “normal” time in stage and complete cycle for from qualified to closing.

Pipeline 133

Pipeline Gaming Closing Meeting 133

Martech

OCTOBER 11, 2023

Never has the expression, “Don’t confuse activity for performance,” rang truer than in B2B social media programs. In a nutshell, that was our finding from a best-in-class research project evaluating the social media programs of close to 50 companies spanning multiple industries. The ones who just post… anything and everything.

B2B 130

B2B X-functional Pharmaceutical B2C 130

Martech

DECEMBER 20, 2024

Many B2B marketers spend countless hours crafting content, only to watch it fall flat. Youre setting the wrong expectations The problem Many B2B marketers mistakenly expect content to directly drive sales. Bottom-of-funnel (BOFU): Close the deal. Are you pouring time and effort into content that routinely underperforms?

Education 112

Education Manufacturing B2B Trust 112

Martech

FEBRUARY 20, 2024

B2B content marketing is an indispensable strategy for businesses looking to establish their brand, engage their target audience, and drive conversions. What is B2B content marketing? B2B content marketing is the creation and distribution of content, in all its forms, related to your business and relevant to customers.

Strategize 128

Strategize B2B B2C Trust 128

Martech

JULY 12, 2024

” The Fire Memos journey “Fire Memos is a B2B SaaS platform that was founded on January 16 this year. ” If it’s a B2B business, that means Fire Memos is selling to employers rather than employees, correct? “We are 24% of the way there and hope to close that out before Thanksgiving.”

Legal 112

Legal B2B Represent Pipeline 112