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 132

B2B Customers Objectives and Key Results Cross-sell 132

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 120

B2B Contract Consult Price 120

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 282

B2B Contact Clients Entertainment 282

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

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 84

B2B CTR Lead generation Sports 84

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

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

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

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 211

B2B Objectives and Key Results Pipeline Sales 211

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

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 115

Assembly Line Contract B2C GTM 115

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

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 Finance 116

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 315

Sales B2B Up-sell Clients 315

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

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

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

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 117

Education Manufacturing B2B Trust 117

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

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

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 130

B2B Advertising/ Marketing B2C Pipeline 130

Martech

APRIL 22, 2024

Today’s B2B buyers expect a personalized experience tailored to their specific needs, industry pain points and stage in the customer journey. If you’re new to account-based marketing (ABM), this probably sounds familiar, as planning with very specific accounts provided by a selling team is critical to any solid ABM strategy.

B2B 133

B2B Cross-sell Campaign CRM 133

Martech

JANUARY 16, 2024

Storytelling might not be the first tool that springs to mind in B2B marketing. This article dives into the nuts and bolts of storytelling in B2B marketing. Let’s explore these elements and more to harness the full power of storytelling in your B2B strategy. Yes, B2B decisions are data-heavy. But why storytelling?

B2B 140

B2B Angle Contract Trust 140

Martech

MARCH 1, 2024

Customer retention is becoming more of a priority for B2B marketers lately. Luckily, B2B retention marketing differs significantly from consumer retention efforts that rely heavily on discounts and perks. But, at last, B2B marketers are beginning to grasp the importance of retention marketing for profit growth.

B2B 133

B2B Cross-sell Pharmaceutical Account management 133

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 320

Conversion Sales Clients Technique 320

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

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

Martech

FEBRUARY 20, 2025

Marketing to a single lead in B2B is like pitching to one person in a boardroom and ignoring everyone else. The gap between martech capabilities and B2B reality We’re all excited about martech and its constant improvements that enhance our campaigns. The lead model does not reflect the reality of B2B purchases. Processing.

Objectives and Key Results 102

Objectives and Key Results B2B CRM Territory 102

Martech

FEBRUARY 8, 2024

“We just signed up for this Eloqua thing. We need you to set it up, and figure out how we use it.” 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.

B2B 130

B2B Technology Technology Pipeline 130

Martech

AUGUST 20, 2024

The focus of most B2B companies is developing products and services customers need. Selling them requires detailed customer information. Quality is never a three-month project that we go clean up data quality. Email: Business email address Sign me up! Processing.

B2B 106

B2B Campaign Technique Price 106

Sales Pop!

MAY 16, 2024

However, building a B2B sales team can be tricky due to the ever-changing factors in the business field. In order to help you, we’ve decided to point out the main aspects you should consider for creating a high-performing B2B sales team. Again, there are two approaches according to your B2B structure. So, let’s begin!

B2B 130

B2B Represent Sales Negotiate 130

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 111

Cross-sell Customers UX A/B testing 111

Martech

MAY 2, 2024

Understanding and engaging the buying group is critical for B2B success. However, with B2B buying journeys now occurring primarily online before sales’ involvement, marketers are turning to new data-driven technologies to pinpoint potential buying group members earlier in the process. Remarkable.

B2B 120

B2B Drivers/motivators CRM Contact 120

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 133

Strategize B2B B2C Trust 133

SaaStr

DECEMBER 9, 2024

It’s not 2021 again, but so much has changed as the year ends: Many top SaaS and Cloud stocks are up +40%-60% or more in the back half of the yea r. Many SaaS leaders are now benefitting from selling AI. Not everyone has benefitted from selling AI to their base. Now not everyone is up. That SaaS was Dead.

Growth 122

Growth Up-sell Pipeline Start-ups 122

Martech

JUNE 17, 2024

When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.” If you work in SEO or paid media, you have a B2B relationship with Google and likely have a more complex take on the brand. Brands are built to last.

Trust 120

Trust B2B Non-Profits Government 120