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. .”

B2B 131

B2B Customers Objectives and Key Results Cross-sell 131

SaaStr

DECEMBER 10, 2024

Selling to developers and technical audiences requires a different approach than traditional B2B SaaS sales. In a recent SaaStr Workshop Wednesday , Komodor CRO Jim Hunnewell who also previously led sales at companies like GitHub, shared his first-hand experience and insights for successfully selling to engineering teams.

Engineering 116

Engineering Sell Technical Sales B2B 116

Hubspot

SEPTEMBER 12, 2024

Car buyers 30 years ago might have shown up at the dealership wanting a truck, a sedan, or something as vague as a “good family car,” and the salesperson’s job was to help steer them in the right direction based on their needs. A 2024 HubSpot Blog Survey of 422 B2B professionals in the U.S. Table of Contents What Is a B2B Buyer?

B2B 81

B2B B2C Tradeshows Contract 81

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. We describe this idea as being One-Up , meaning you have greater knowledge and experience than your buyers.

B2B 284

B2B Contact Clients Entertainment 284

Martech

AUGUST 19, 2024

I’m not bringing it up to judge Robinson on his turn at this unfortunate ritual. The cost-conscious decision-maker As with many other types of selling, some areas of tech appear to be a race to the bottom. Email: Business email address Sign me up! Retention.com had to let go of staff. This isn’t a job for marketing alone.

B2B 117

B2B Contract Consult Price 117

Iannarino

JULY 7, 2021

One way to improve your approach is to remove the crutches you have used to sell. To make a point about where we are today in B2B sales , let’s try a thought experiment. The greater a challenge you see, the more certain you are using a legacy approach to selling.

Sell 328

Sell Cold Call Contact Clients 328

ClickFunnels

JANUARY 30, 2022

The post The Top 5 Strategies To Sell Without Selling appeared first on ClickFunnels. So how can you convey the value of what you offer without the potential customers getting their guards up? This is where the “selling without selling” comes in. Let other people sell your products for you!

Sell 246

Sell Up-sell Networking Promote 246

Adaptive Business Services

MARCH 12, 2025

Gmail, Docs, Sheets, Slides, and Drive that also backs up my desktop. I use Feedly to keep up on both my personal and professional interests and I then take the really great business articles and I share those on LinkedIn. Right now, and with me being focused strictly on B2B, it does what I need. Calendly (free) – OMG!

B2B 71

B2B Sell CRM Drivers/motivators 71

Sales Pop!

JANUARY 25, 2025

Selling online isnt what it used to be. Below, youll learn how to identify your unique selling points, communicate them effectively, and turn them into real sales advantages. Think about the problems your ideal customer is trying to solve and frame your unique selling points (USPs) as the solution. Highlight value instantly.

Product 233

Product Customers Real Estate Trust 233

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Sales Pop!

JUNE 28, 2021

They’re on cruise control with you in the driver’s seat (at least until you do something stupid that destroys all the currency you’ve built up with them). Make copious notes on ‘pinch points’ that define their reality so you can study them and come up with potential solutions. How does this happen? Look for the cream.

B2B 207

B2B Sell Strategize Clients 207

Veloxy

FEBRUARY 15, 2024

Whether you’re a rookie learning the ropes or a vet hunting innovative tactics, our curated guide to essential sales podcasts is your ticket to leveling up your sales game. Expect actionable insights, cutting-edge strategies, and insider knowledge to keep you engaged and selling smarter—all without the fluff.

Gaming 233

Gaming Sell GTM Technique 233

Hubspot

MARCH 12, 2025

SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling? The 3 Decisions SNAP Selling Terms to Know How to Start SNAP Selling What is SNAP selling? I dont go there so their team can sell me random tools.

Sell 61

Sell Objectives and Key Results Pitch Sales 61

ClickFunnels

SEPTEMBER 14, 2021

The post B2B Sales Funnel Guide – Start Growing Your Business appeared first on ClickFunnels. The greatest challenge of any B2B business is getting customers. 3 proven B2B sales funnels + case studies. We will also share some B2B sales funnel tips that will help you maximize your profits. Continue reading….

B2B 208

B2B Pitch Sales Up-sell 208

Veloxy

JANUARY 20, 2023

Much has been said and written about the human side of selling. And how exactly should you apply it to everyday selling activities? How to Cultivate the Human Side of Selling Spending most of your day nurturing the human experience you share with prospects, leads, and customers is easier said than done.

Sell 246

Sell Quota Sales Cold Call 246

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

Sales Hacker

JANUARY 14, 2025

But when organizations do that, and then it bakes into their operating rhythm, they have their, like, you know, PG Tuesday stand up. And I didn’t come up with that. And I figured this would be a big theme, but I didn’t know how many times it was going to come up. This quarter we’ve gotten it up to 40. [00:13:00]

GTM 108

GTM Growth B2B Pipeline 108

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. If you search for “Sales Funnels”, for instance, here’s a snippet of what comes up…. Cold outreach users.

Lead generation 244

Lead generation B2B Referrals Launch 244

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

SaaStr

MARCH 5, 2025

With decades of experience as both a founder and investor, David brings a unique perspective to the often-misunderstood process of selling a company. He joined SaaStr Workshop Wednesday LIVE to do a deep dive with Jason Lemkin on his 10 Point Checklist when you sell your startup.

Sell 86

Sell Negotiate Healthcare Drivers/motivators 86

Iannarino

FEBRUARY 28, 2024

9 Questions B2B Sales Leaders Must Answer Why isn’t improving B2B sales effectiveness your most important initiative? There have never been as many options to continuously level up your sales force. How much revenue generation from pipeline coverage do you generate from the lost deals that make up your pipeline coverage?

B2B 218

B2B Objectives and Key Results Pipeline Sales 218

Iannarino

FEBRUARY 27, 2022

What is the best sales approach for B2B sales? Is it "Solutions Selling" or perhaps "Spin Selling?" Is it some seemingly new approach that is really an old pig with touched-up lipstick? Challenger?

Sales 320

Sales B2B Up-sell Clients 320

Martech

FEBRUARY 7, 2025

Choosing the right paid media channels is key to B2B advertising success. Google Search Google is an effective way to reach B2B decision-makers when they are actively searching. Make sure to: Use keyword lists wisely Add negative keywords like home or residential to filter out non-B2B searches. Company size.

B2B 79

B2B CTR Lead generation Sports 79

Martech

SEPTEMBER 12, 2024

It also announced moves to make B2B buying easier using Oracle Fusion Cloud. In large organizations, sometimes sales doesn’t know who marketing is marketing to, and marketing doesn’t know who sales really wants to sell to. ” A unified view of B2B buying and selling. . Don’t forget the consumer.

Assembly Line 113

Assembly Line Contract B2C GTM 113

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. If I just described a familiar struggle one you might know all too well Im here to share a solution that might be the answer to your prayers: Gap selling. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic 79

Intrinsic Sell Objectives and Key Results Technique 79

SaaStr

OCTOBER 16, 2024

The bar has gone up, and it’s not just in AI. At Least — Not In Spend, and Not Outside of B2B “Tech” Customers. So yes, while it’s true that challenges are real for those in the right-hand column above – overall cloud spend is still up 20%. Crowdstrike is up and still grew 35%. Is there a bubble?

B2B 128

B2B Legal Cross-sell Growth 128

SaaStr

JANUARY 2, 2025

Salesforce itself is hiring 2,000 sales execs this year to sell its AI platform, AgentForce. Salesforce: Actually We’re Going to Hire 2,000 Sales Execs Now To … Sell AI At most B2B companies, 35%+ of the headcount is in sales and its often the largest functional area. We may have even sort of given up there, a bit.

Up-sell 132

Up-sell B2B Engineering Technology 132

Martech

DECEMBER 20, 2024

Many B2B marketers spend countless hours crafting content, only to watch it fall flat. Use headings, bullet points and concise sentences to break up the text. Youre setting the wrong expectations The problem Many B2B marketers mistakenly expect content to directly drive sales. Email: Business email address Sign me up!

Education 115

Education Manufacturing B2B Trust 115

Veloxy

JANUARY 19, 2022

When a B2B buyer picks up a cold call, they instantly think you got their name and number from a list. I’ve worked with dozens of regional sales managers at telecom companies T-Mobile and Comcast, multiplying revenue by eliminating non-selling activities that bog down field sales reps. Demonstrate that you know their business.

Cold Call 358

Cold Call Territory Quota Up-sell 358

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. You pay an additional 2.5

Go To Market 133

Go To Market Quota GTM Price 133

Martech

SEPTEMBER 11, 2024

In most SaaS and B2B organizations, silos exist for practical reasons. When many people are responsible for upselling and cross-selling, the customer can be, at best, confused and, at worst, feel badgered by multiple people from the same company. Many B2B buyers do research online before speaking, even with a trusted account manager.

Cross-sell 109

Cross-sell Customers UX A/B testing 109

SaaStr

MARCH 25, 2025

In SaaS, its easy to assume that virtual selling has completely taken over. Hyrid and work-from-home made it the default paradigm for many in B2B sales. Splunk is very enterprise and its CRO also sees 3x the conversions when they show up in person. After all, Zoom is efficient, email is scalable. Slice does much of the same.

Conversion 76

Conversion Territory Referrals Inside sales 76

Iannarino

JULY 20, 2021

As a result, they refuse follow-up meetings, they rely more on their own research, and they end more deals with a “no decision.” How you sell—including what you believe your client needs from you—is a greater variable to your success than what you sell. How to Make Sense of Their World.

Clients 317

Clients B2B Up-sell Gaming 317

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. That method worked well for a long time, but entropy has caught up with it. The Inflection Point in B2B Sales.

Conversion 321

Conversion Sales Clients Technique 321

SaaStr

DECEMBER 31, 2024

So I caught up the other day with the CTO of a leading SaaS company with tens of thousands of customers, growing quickly. AI is all over their homepage and website and comms. I asked him about a particular use case for AI, and his answer shocked me a bit: Honestly, our AI is basically still in beta. Or at least, in the beta phase.

B2B 132

B2B Start-ups Up-sell Sell 132

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. Lisa expounds on the art of nurturing leads, translating conversations into conversions through tenacious follow-up.

B2B 162

B2B Consult Sales Follow-up 162

Partners in Excellence

DECEMBER 14, 2023

It’s interesting to see continued predictions of the death of selling. Some focus on PLG types of approaches, where the product sells itself–at least until one wants to scale that to the enterprise level. I actually never see anything about this other than within the selling community. Hmmm, what am I missing?

Sell 146

Sell Retail Up-sell Promote 146