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B2B sales enablement: How to elevate your approach

Highspot

Gartner’s 2025 sales engagement survey revealed 61% of B2B buyers now prefer a sales-representative-free buying experience—but don’t let this statistic fool you into thinking sales reps are becoming obsolete. Many buyers may value the autonomy and convenience of digital customer journeys.

B2B 52
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The Revenue Playbook: Rippling’s Top 3 Growth Tactics at Scale with Rippling CRO Matt Plank and Sam Blond

SaaStr

As they grew, they tried having CSMs own cross-sell opportunities, but this proved ineffective. We also had to give them the capacity to actually focus on retention by bringing in product AEs for complex selling.” “But simply adding retention metrics wasn’t enough.

Growth 77
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What Is Net Retention Rate (NRR) and How to Improve It

Salesforce

In fact, according to Salesforce’s State of Sales report, 80% of sales representatives say their leadership is prioritizing long-term customer relationships over short-term wins. It does this by accounting for three components: Expansion revenue: Revenue gained through upselling or cross-selling to existing customers.

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Key Account Management: The Ultimate Guide

Hubspot

These customers represent a disproportionate percentage of your revenue, refer new prospects to your company, give you credibility in their space -- or all of the above. The answer: Key account management. In this comprehensive guide to key account management, you'll learn: The definition of key account management.

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Cross-Selling: Unlocking Revenue Potential with Existing Clients

RAIN Group

Whether you call it cross-selling, upselling, or growing accounts , maximizing revenue from existing clients often represents an untapped revenue growth opportunity.

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Rethinking Account Based Selling

Partners in Excellence

They had invested a lot in training, content, and other programs to support the account based selling focus. People were going through the motions of developing their account plans, they would review them with management, then they went back to doing their jobs in the way they had always done them.

Sell 118
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The B2B case for retention marketing: 7 key tactics

Martech

I see three drivers behind this stunning change: COVID-19, where personal selling was crippled and “retention is the new acquisition” became the latest catchphrase. They have also been trained in concepts like customer management, LTV and the financial value of loyalty. It didn’t even make the Sagefrog priority list in 2022.)

B2B 134