The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? Think of it as a system.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. It was kind of a no-brainer for us to take these amazing things that Accenture builds as a whole and identify how they can plug into Salesforce,” Berumen said.

B2B 96

B2B Territory Manufacturing Sales 96

Salesforce

OCTOBER 22, 2024

87% of business buyers expect reps to act as trusted advisors. Attracting qualified prospects — companies that are a good fit for your product or services — is more important in B2B (business-to-business) sales than earning a large number of leads. In B2B sales, needing to win over multiple decision-makers is normal.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

DECEMBER 16, 2024

Adopt vocabulary that resonates, engages and inspires trust. Clearly communicate entity attributes and relationships. Build a brand that machines understand and trust Now is the time to detach emotionally from the importance of domains because, in the future, domains will matter far less than brands.

Engineering 113

Engineering Niche Technology Technology 113

PandaDoc

MARCH 25, 2025

Complex sales examples Complex sales are common in SaaS, B2B, and service industries, such as with the following: Software with customizations, options, or add-ons Financial or consultative services Selling products or services to large organizations Whats the difference between complex and transactional sales?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Closing Bigger

MAY 9, 2024

With that said here were the 10 big takeaways: Leverage AI for Productivity, Not Replacement: Utilize AI to handle repetitive tasks, freeing up human creativity for strategic thinking and relationship building. Be Transparent About AI Use: Transparency in using AI tools builds trust with customers.

Strategic planning 115

Strategic planning Strategize Relationship building B2B 115

Sales Pop!

JANUARY 25, 2022

Customers who are aware of your brand will already trust your firm and will understand your particular niche before you even speak to them over the phone or via email. In a B2B context, your leads are usually shopping around and speaking to many prospective businesses. Relationship Building. Insight Into Industry.

Pitch 185

Pitch Sales Niche Relationship building 185

The 5% Institute

JULY 24, 2020

B2B consulting. To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. 3 – Position Yourself As A Trusted Authority. Generally, a sales closer also sells high ticket items. Done for your services.

Consult 144

Consult Sales Clients Presentation 144

Hubspot

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. What is B2B prospecting? B2B prospecting is one of the earlier stages in most B2B sales processes.

B2B 78

B2B Prospecting Cold Call Referrals 78

The 5% Institute

JULY 5, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. Sales Hacks #2 – Qualify Early.

Gaming 142

Gaming Sales Closing Clients 142

Heinz Marketing

JUNE 2, 2023

By Carly Bauer , Marketing Consultant at Heinz Marketing In today’s highly competitive business landscape, building customer loyalty and trust is paramount to the success of any organization. But how can businesses cultivate customer loyalty and trust? Avoid hidden fees or misleading information that could erode trust.

Customers 111

Customers Referrals Trust Clients 111

The 5% Institute

AUGUST 3, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. #2 The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Closing 145

Closing Sales Clients Presentation 145

The 5% Institute

APRIL 6, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Closing 145

Closing Clients Presentation Up-sell 145

The 5% Institute

JULY 1, 2021

To learn how to build rapport the right way, read the linked article below for more detail. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. Even if you’re selling B2B , the everyday issues they’re facing have a personal toll on the individuals within the business.

Closing 145

Closing Sales Clients Presentation 145

The 5% Institute

AUGUST 20, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. #2 The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Closing 145

Closing Prospecting Sales Clients 145

The 5% Institute

AUGUST 9, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. #2 The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. 4 Sales Foundation Tip – Look For Pain.

Objectives and Key Results 145

Objectives and Key Results Sales Clients Up-sell 145

SaaStr

APRIL 14, 2020

In today’s fast-paced B2B marketplace of instant communication and process automation , businesses cannot afford to rely on the classic definition of a deal. Another important part of bridging buyer-seller gaps also has to do with how much time and effort goes into relationship building. Treat deals as dynamic.

Trust 126

Trust Construction Legal Finance 126

The 5% Institute

DECEMBER 2, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Technique 144

Technique Sales Clients Closing 144

The 5% Institute

MAY 4, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. 3 – Position Yourself As ‘The Trusted Authority’. Your dress code will matter, as well as the terminology you use. People buy for two reasons.

Closing 143

Closing Sales Clients Presentation 143

The 5% Institute

NOVEMBER 15, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Technique 143

Technique Closing Sales Clients 143

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. Building B2B Relationships B2B sales is all about building relationships and trust with your prospects and customers.

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

JULY 29, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Sell 141

Sell Up-sell Clients Presentation 141

The 5% Institute

AUGUST 2, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. How To Build Sales Technique #2 – Qualifying Correctly. Your dress code will matter, as well as the terminology you use. People buy for two reasons.

Technique 140

Technique Sales Clients Up-sell 140

Veloxy

OCTOBER 26, 2023

Build trust with customers through product knowledge & customer care while staying organized & informed of advancements in the field. Sales Experience To really get a leg up in medical device sales, it’s recommended to have at least one year of solid experience in competitive B2B roles such as copier, payroll, or uniform sales.

Healthcare 130

Healthcare Hospitality Networking Negotiate 130

The 5% Institute

SEPTEMBER 19, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Technique 139

Technique Clients Up-sell Presentation 139

The 5% Institute

OCTOBER 24, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. 3 – Position Yourself As ‘The Trusted Authority’. Your dress code will matter, as well as the terminology you use. People buy for two reasons.

Consult 145

Consult Closing Sales Clients 145

The 5% Institute

SEPTEMBER 13, 2021

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. Sales closers are viewed as a trusted adviser , rather than just another salesperson. Sales Closers Tip #2 – Qualify Early.

Sales 141

Sales Clients Closing Up-sell 141

The 5% Institute

APRIL 21, 2022

To learn how to build rapport the right way, read the linked article below for more detail. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. Even if you’re selling B2B , the everyday issues they’re facing have a personal toll on the individuals within the business.

Closing 141

Closing Technique Sales Clients 141

Sales Hacker

OCTOBER 22, 2017

Relationship-building. The ability to positively engage other people, build long-term relationships, and form mutually beneficial networks will find frequent use in any salesperson’s workflow. Relationship-building involves trust, rapport, and a genuine desire to help other people. That’s right.

Negotiate 107

Negotiate Teamwork Referrals Relationship building 107

Martech

MARCH 22, 2022

The difference between B2B and B2C in email marketing. 5 email marketing tactics to acquire more customers, build brands and make more money. Today, nearly three decades have passed since commercial email emerged in the mid-1990s as a powerful channel for communications, commerce, relationship-building and just plain making money.

B2C 120

B2C Objectives and Key Results Drivers/motivators B2B 120

The 5% Institute

OCTOBER 9, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. The right positioning means to be viewed as a trusted adviser , rather than just another salesperson. People buy for two reasons.

Sell 136

Sell Technique Up-sell Clients 136

Martech

JUNE 12, 2024

Your sales and account management teams may already be using some of your prospecting content in relationship building. Build upsell and cross-sell journey maps for key customer segments using scoring techniques and tools used for qualifying leads.

Customers 116

Customers Cross-sell Education Account management 116

Outreach

APRIL 5, 2019

Keep reading to learn everything you need to know about the world of B2B sales reps, including best practices for training, hiring, and the daily challenges associated with the role. What is a B2B sales representative? Are there different types of B2B sales representatives? What does a typical day for a B2B sales rep look like?

Represent 49

Represent B2B Pipeline Technical Sales 49

PandaDoc

JUNE 11, 2024

What is B2B sales, and what strategies can you use to maximize your success? Whether you’re a B2B-native startup or an established direct-to-consumer company pivoting to B2B sales, this guide will walk you through everything you need to know about B2B. What is B2B sales? Why is B2B sales important?

B2B 52

B2B Process B2C Objectives and Key Results 52

Hubspot

MARCH 4, 2024

I’m a B2B seller, but I have also been a B2B buyer. The question then becomes, what does it take for people to trust in someone's leadership enough to follow them? Build relationships — not just sales targets. Michael Blumental , CRO at Hyro , emphasizes the value of relationship-building in 2024.

Construction 87

Construction Sales B2C B2B 87

Search Engine Land

MAY 31, 2024

Capturing an email address provides a crucial touchpoint for re-engagement and long-term relationship building, especially considering that most visitors will not convert on their first visit. Whether in ecommerce or lead generation, the importance of email capture as a micro KPI cannot be overstated. revenue in the bank).

Objectives and Key Results 85

Objectives and Key Results Lead generation Campaign Relationship building 85

Hubspot

AUGUST 10, 2020

During this stage, B2B reps may also have to communicate with gatekeepers to reach the individual who can make the final purchasing decision. Relationship-Building. The field of sales is all about relationship building. Building Trust. Results-Driven. Systems Management.

Cross-sell 100

Cross-sell Sales Negotiate Contact 100