Veloxy

FEBRUARY 15, 2024

Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff. Other notable mentions include Stay Paid and Sell or Die, which offer relevant advice to salespeople and marketers. Make it Happen Mondays, hosted by John Barrows, is another podcast worth noting.

Gaming 233

Gaming Sell GTM Technique 233

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. Mistake #1: Redefining the Essence of Selling The journey commences with the fundamental blunder of forgetting what selling truly means.

B2B 162

B2B Sell Management Consulting Pipeline 162

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

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. Presenting: Showing the value of what you sell. Qualification: Evaluating a leads needs and fit.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

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

SaaStr

OCTOBER 25, 2024

For the subsequent ten years in software, we’ve optimized every little bit of how we sell it. But today, it’s different because the kinds of software we sell aren’t the same. In 2020, we transitioned from a physical selling universe to a virtual selling universe. It isn’t predictable. ‘ Great!

Go To Market 133

Go To Market Quota GTM Price 133

Iannarino

MAY 24, 2023

Social selling promised sales organizations they would no longer need to make cold calls to create new opportunities. When this turned out to be false, many sales organizations turned to inbound marketing to fill their B2B sales pipeline.

Cold Call 265

Cold Call Pipeline B2B Sell 265

SaaStr

MARCH 23, 2025

Balance Structure with Founder Knowledge When Graham joined, he discovered the founders had “unconscious competence” in selling to certain customer segments (particularly financial services). They understood patterns of behavior that led to positive outcomes.

GTM 98

GTM Territory Pipeline Growth 98

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell 75

Sell Relationship building Trust Networking 75

Veloxy

JUNE 17, 2021

It analyzes exactly how fast deals are moving through your pipeline and generating revenue. To calculate your company’s sales velocity, start by separating small, mid-market and enterprise pipelines as defined by your organizations nuance of what constitutes each of the segments. What is Sales Velocity? Calculating Sales Velocity.

Pipeline 306

Pipeline Non-Profits Sales Quota 306

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. A Resounding Anthem: Sales as a Quest for Empathy In Lisa’s own words, “Sales is not about selling something.

B2B 162

B2B Consult Sales Follow-up 162

SaaStr

MARCH 12, 2025

So at SaaStr Annual, Dave Kellogg did a great deep dive on “5 Things Every B2B CEO Needs to Know about Marketing” In the Age of AI it’s even more true today, so I wanted to update our SaaStr take-aways from the deep dive. You founded a product company, but you’re running a distribution business.

Pipeline 82

Pipeline B2B Territory Quota 82

Iannarino

JULY 14, 2021

Those who pay careful attention to B2B sales will notice its trajectory towards greater value creation and away from more transactional approaches. The reasons many deals die in your pipeline is because your approach was not directed at or capable of compelling the client to change. The Inflection Point in B2B Sales.

Conversion 321

Conversion Sales Clients Technique 321

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

Sales Hacker

DECEMBER 10, 2024

His path to Levelset was serendipitous he had tried to sell Wolf health insurance, thinking the company was much larger than it actually was. With no background in software sales, he had to quickly pick up the ropes of B2B selling, making numerous mistakes along the way.

GTM 109

GTM Construction Quota Growth 109

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk to some of the best leaders in B2B sales and marketing every day.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

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? .” Every “no,” she said, is a step towards a “yes.”

Legal 113

Legal B2B Represent Pipeline 113

SaaStr

DECEMBER 9, 2024

” and the post not only took off, it summarized a zeitgeist, a malaise, a feeling across much of B2B at the start of 2024. Many SaaS leaders are now benefitting from selling AI. Not everyone has benefitted from selling AI to their base. That SaaS was Dead. A combination of AI and buyer retrenchment had killed it.

Growth 121

Growth Up-sell Pipeline Start-ups 121

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. On top of that, B2B buyers are wary of sellers trying to influence their decisions.

Meeting 66

Meeting Pipeline Quota Sales 66

Heinz Marketing

SEPTEMBER 13, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Just sales in general, pipeline. You can even ask Alexa!

Pipeline 122

Pipeline Sales Technology Technology 122

Gong.io

JULY 5, 2022

It‘s no secret that B2B sales (especially at the enterprise level) take a significant amount of time and effort to nurture and eventually close. The B2B sales funnel is a popular method for modeling this journey. What is a B2B sales funnel? . We use pipelines. B2B sales funnels vs. sales pipelines .

B2B 133

B2B Pipeline Represent Sales 133

SaaStr

OCTOBER 3, 2023

PST, Bo Borland, founder, and CEO of playbuilt, shares four steps for creating repeatable success at every stage of growth, specifically in B2B Enterprise. Let’s look at Borland’s approach to aligning and executing B2B team selling motions for a rinse-and-repeat process for growth. Why is teaming the new selling?

B2B 117

B2B GTM Objectives and Key Results Sell 117

Martech

JANUARY 4, 2023

B2B marketing is as direct and personalized as it gets. Here’s our list of the top B2B marketers to follow. A consultant who helps businesses with brand building and marketing strategy, Dave’s passion project is Exit Five, a private, online community for B2B marketers with more than 3,000 members. That’s not easy to do. .

B2B 119

B2B GTM Pipeline Consult 119

Heinz Marketing

SEPTEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome to another episode of Sales Pipeline Radio.

Pipeline 135

Pipeline Outside Sales Sales Up-sell 135

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . Moving from a volume-based approach to a pipeline-based approach is going to change people’s jobs. Who do you sell to? In Summary: .

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137

Martech

FEBRUARY 8, 2024

SiriusDecisions, the analyst firm now part of Forrester, had entered the conversation, pioneering the marketing funnel that became a staple of B2B marketing for the next 15 years. For a while, all was well in B2B marketing. We built the pipes to facilitate efficient pipeline generation. Selling at scale. Drive more.

B2B 125

B2B Technology Technology Pipeline 125

Heinz Marketing

DECEMBER 28, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Jeb: Wrote the book Virtual Selling this year. This and so much more!

Pipeline 134

Pipeline Cold Call Appointment Sales 134

Heinz Marketing

OCTOBER 4, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome everyone to another exciting episode of Sales Pipeline Radio.

Pipeline 124

Pipeline Go To Market Cross-sell Sales 124

Martech

OCTOBER 28, 2022

B2B marketing leaders are at a crossroads. Organizations demand that efforts must continue to have a direct impact on the sales pipeline and company revenue. But in simple terms, it starts with B2B marketing viewing sales as their customer. B2B buying and selling processes are complex and dynamic.

B2B 127

B2B GTM Cross-sell Quota 127

Martech

MAY 3, 2024

It’s a tired cliche that B2B marketing is the “boring” sibling to B2C, but that doesn’t mean it’s not true. Also, while B2B deals with leadership mindsets that make creativity difficult, that is only part of the problem. B2B purchases are not impulse decisions but considered ones. That creates major limitations.

B2B 125

B2B Advertising/ Marketing B2C Pipeline 125

Heinz Marketing

MARCH 22, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome to another episode of Sales Pipeline Radio. This and a lot more!

Pipeline 133

Pipeline Referrals Angle Sales 133

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. ” But coaching, at least in selling and GTM is very focused and specific.

Objectives and Key Results 125

Objectives and Key Results Objection handling GTM Pipeline 125

Heinz Marketing

APRIL 26, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. What are the things that keep you from spending more time actively selling?

Pipeline 126

Pipeline Sales Quota Up-sell 126

Heinz Marketing

MARCH 28, 2022

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Welcome to another episode of Sales Pipeline Radio.

Pipeline 115

Pipeline Territory Legal Sales 115

Heinz Marketing

SEPTEMBER 6, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Welcome everyone to another episode of Sales Pipeline Radio.

Pipeline 117

Pipeline Sales Up-sell Government 117

Heinz Marketing

JANUARY 18, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We’re going to talk mostly about B2B sales and marketing.

Pipeline 124

Pipeline Consult Sales Start-ups 124

Partners in Excellence

JANUARY 30, 2024

Let us show you how our product solves this problem… ” “You need more in your pipeline, let us show you how we solve that problem… ” Every prospecting message I see focuses on the sender, their products, and their companies. The data on problem led selling is fascinating.

Product 137

Product Sell Pitch Prospecting 137