Iannarino

FEBRUARY 6, 2023

To ensure they have enough, many set an objective for each salesperson to have 300 percent of their goal in the pipeline. At the same time, they claim to want their sales pipeline to have integrity. Sales leaders and sales managers spend a lot of their time worrying about new opportunities.

Pipeline 277

Pipeline B2B CRM Sales 277

Martech

AUGUST 19, 2024

Reaching your B2B audience gets challenging each year as competition increases and digital trends evolve. The benefits of programmatic ABM for small B2B marketing teams ABM presents multiple benefits for small B2B marketing teams striving to optimize resources and drive engagement. Email: Business email address Sign me up!

B2B 114

B2B Objectives and Key Results Campaign Contact 114

Iannarino

JANUARY 23, 2024

Discover how focusing on winning deals, rather than merely accumulating opportunities, is the game-changer in achieving B2B sales success.

B2B 291

B2B Pipeline Gaming Sales 291

Iannarino

APRIL 7, 2023

While sales approaches their work using a pipeline, marketing uses B2B sales funnel strategies. A sales funnel is a concept that illustrates the various stages of a customer's purchase decision process. As a salesperson, it is important to understand your organization’s funnel.

B2B 293

B2B Pipeline Sales Process 293

SaaStr

DECEMBER 28, 2024

Dear SaaStr: How Much Does a Typical B2B SaaS Company Spend on Digital Marketing per Year? But overall, most B2B SaaS companies struggle to find enough digital places to deploy capital than have even mediocre (1x) returns. The B2C playbook here just doesn’t work as well in B2B. Facebook Ads for most B2B?

B2B 104

B2B E-commerce B2C Niche 104

Iannarino

FEBRUARY 20, 2024

Every sales leader and sales manager prioritizes their pipeline. It is fashionable now to work to acquire enough opportunities that the salesperson has a margin of error, something you know as “ pipeline coverage.”

Pipeline 229

Pipeline B2B Sales 229

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

Sales Pop!

SEPTEMBER 18, 2021

Next in our series on Pipeliner concepts, let’s explore Common Lists. The Pipeliner CRM Common Lists are another first for Pipeliner CRM, and no other vendor has anything like them. Because Pipeliner features are so flexible, Account Hierarchy is not limited in its use.

Pipeline 224

Pipeline CRM Contact Consult 224

Iannarino

FEBRUARY 13, 2023

There are many problems plaguing B2B sales organizations, but the one that garners the most attention relates to how buyers buy. More evidence is the number of opportunities in your pipeline that are old enough to get a driver’s license. The proof is the number of salespeople who get a first meeting and cannot acquire a second one.

B2B 277

B2B Pipeline Sales Sales Experience 277

Martech

APRIL 2, 2025

As the Forrester B2B Summit kicked off this week in Phoenix, the analyst firm released a report called “AI Agents: What It Means For B2B Marketing, Sales, And Product.” ” The report explores the rapidly evolving role of artificial intelligence agents within B2B operations. Click to expand.

B2B 82

B2B GTM Government Strategic planning 82

Iannarino

FEBRUARY 23, 2024

The Future of B2B Sales: Prioritizing Effectiveness over Trends B2B sales is a fashion show, and today’s fashion is artificial intelligence. The other dominant, yet slightly older fashion is pipeline coverage. Before that, it was SDRs and BDRs. Before that, it was technology. Before technology, it was the linear sales process.

B2B 251

B2B Pipeline Sales Technology 251

Heinz Marketing

JULY 29, 2022

As a strategic consulting firm, our number one objective is to ensure our people are armed with the experience and know-how to help our clients achieve their B2B goals. But once the dream candidate is onboard, we need to ensure our brand of B2B, the Predictable Pipeline methodology, is well trained and adopted.

Pipeline 115

Pipeline B2B GTM Consult 115

Veloxy

JUNE 8, 2022

Perhaps the answer could be in your sales pipeline. Research shows that top performing companies and sales teams do extremely well when it comes to managing their pipeline. However, over 60% of sales teams say their companies are doing a bad job of managing the sales pipeline. What is a Sales Pipeline? But first….

Pipeline 195

Pipeline Technology Technology Cross-sell 195

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 57

Pipeline GTM B2B Follow-up 57

Sales Pop!

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. SaaS B2B Sales. The type of B2B business focused on SaaS (Software as a Service) is most often cloud solution providers. B2B companies sell their products or services to other companies instead of selling them to customers. LinkedIn Sales Navigator. You betcha!

Inside sales 246

Inside sales B2B CRM Price 246

Search Engine Land

JULY 15, 2024

Like other GMLs in recent years, this one was short on B2B-focused updates and pointed toward more Google control and less for advertisers. Overall, B2B advertisers need to be able to use exact match without super-high costs to build effective campaigns because Google simply isn’t good at understanding the intent of B2B searches.

B2B 76

B2B Campaign Trust Represent 76

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 130

Pipeline Gaming Price Contact 130

Martech

NOVEMBER 1, 2024

As customer acquisition costs climb and economic pressures mount, B2B companies must look beyond the classic approach to chasing new accounts. In B2B SaaS, efficiency can make or break a company’s financial health, and in today’s economic climate, GTM (go-to-market) efficiency has become a key indicator of overall stability.

Growth 134

Growth GTM B2B Strategize 134

Partners in Excellence

SEPTEMBER 19, 2023

Building and maintaining robust/healthy pipelines is a problem with most organizations. And if my social feeds are any indication, filling anemic pipelines is the number 1 problem facing organizations. And yet, the pipeline generation problem is still a problem, seemingly getting worse every day. It is never about what we sell.

Pipeline 141

Pipeline Tradeshows High impact Technique 141

Iannarino

AUGUST 17, 2024

In B2B sales, having a robust pipeline coverage strategy is the difference between hitting your targets and scrambling to stay afloat.

Pipeline 152

Pipeline Growth B2B Sales 152

Iannarino

MARCH 6, 2023

B2B salespeople need to create a pipeline of new opportunities to achieve their goals. To do this, the salesperson will need to contact potential customers over time, identifying and scheduling a first meeting with potential buyers.

Prospecting 294

Prospecting Pipeline Contact B2B 294

Iannarino

APRIL 24, 2023

In any pipeline, you will find many potential deals. Instead, they live in your B2B sales pipeline because the salesperson must enter the record after a first meeting. Many records that show up as opportunities are not close to being deals worth pursuing.

Growth 267

Growth Pipeline Sales B2B 267

Sales Pop!

OCTOBER 14, 2023

Mastering the Art of B2B Sales: A Conversation with Greg Nutter In the realm of B2B selling, the journey to success is often fraught with pitfalls. In B2B sales, successful planning extends across four critical areas: prospecting, call planning, opportunity planning, and pipeline planning.

B2B 162

B2B Sell Management Consulting Pipeline 162

Iannarino

JANUARY 13, 2023

B2B sales reps spend a lot of their time creating new opportunities. Some are fortunate enough to have a steady stream of inbound leads, while others must rely on their cold outreach strategy and their grit to keep their pipelines full. One valuable yet underutilized technique for creating sales opportunities is referrals.

Referrals 286

Referrals Technique Pipeline Sales 286

Sales Pop!

SEPTEMBER 2, 2023

Amidst the hustle and bustle, the realm of B2B sales stands as a linchpin. Smith , the astute CEO and Founder of SmithCo —a sales consulting firm dedicated to empowering modern mid-size B2B businesses. The world of B2B sales is not merely a journey of transactions; it’s an odyssey of empathy, strategy, and connection.

B2B 162

B2B Consult Sales Follow-up 162

Veloxy

JANUARY 7, 2025

Why the sales cycle is critical in B2B sales In the B2B space, the sales cycle is extremely important. You need to know how your unique cycle works like the protracted decision-making process typical in B2B transactions. Automation keeps deals flowing through the sales pipeline more quickly by taking care of repetitive tasks.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Sales Pop!

FEBRUARY 10, 2023

Continuing our series on Pipeliner and its rightful place in the CRM market, let’s now take an overall look at why Pipeliner CRM is factually superior to its competitors. Reprogramming Throughout Pipeliner’s development, we have done everything possible to use only open source components.

CRM 130

CRM Pipeline Construction Technology 130

Sales Hacker

OCTOBER 11, 2024

Shift from Results to Metrics Most organizations focus on results – pushing for more deals, more pipeline, more revenue. Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails. percentage to goal, win rate, pipeline volume).

GTM 117

GTM X-functional Pipeline Construction 117

Iannarino

APRIL 20, 2023

Incidentally, this seems to be an average win rate in B2B sales when companies rely on requests for proposals (RFP). Based on his math, he asked his team to create a sales pipeline that was 800 percent of their individual sales quotas.

Quota 270

Quota Pipeline B2B Meeting 270

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. Common B2B marketing challenges. So what does it take? Let’s dive in.

B2B 150

B2B Non-Profits Tradeshows Campaign 150

Martech

OCTOBER 21, 2024

The result: instead of scrambling to find speakers two months out, they had a pipeline of engaged customers ready to share their stories, creating a continuous content engine for the year. Dig deeper: Beyond attendance: Unlocking B2B growth with event-led strategies Email: Business email address Sign me up! And field sales? Processing.

Strategize 113

Strategize Angle Territory Sports 113

Sales Pop!

MARCH 11, 2023

It should be abundantly clear that no medium to large B2B sales team or company can grow and succeed today without a clear-cut sales process. Today a company may have different sales processes for different products, functions, or product lines, and Pipeliner was the first CRM to provide the ability to set up multiple pipelines.

CRM 130

CRM Pipeline Process Sales 130

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. Theory hypothesized that if you have a large pipeline as a sales leader and you’re not hitting your numbers, you’ll likely redefine your ICP and qualification criteria to narrow down the funnel and focus on your core buyer a lot more. ‘ Great! You pay an additional 2.5

Go To Market 132

Go To Market Quota GTM Price 132

SaaStr

MARCH 23, 2025

Founder-led sales provides invaluable dat a When founders sell the first $2-3M, they generate critical insights on customers, conversion rates, and retention that inform the GTM strategy.

GTM 97

GTM Territory Pipeline Growth 97