RingDNA

JUNE 15, 2025

The main difference between B2C and B2B sales strategies is the decision-making process. In contrast, B2B sales involve longer sales cycles , multiple stakeholders, and decisions driven by logic, ROI, and business impact. Namely, are you targeting consumers (B2C) or other businesses (B2B)? This isn’t always enough in B2B.

B2C

Martech

SEPTEMBER 26, 2024

Trinh Tham (left), founder of Straatt Business Reimagined, discusses leadership with (from top) Marni Puente, SVP/CMO SAIC; Karen Feldman, VP marketing and communications at IBM Consulting and keynote host Drew Neisser, founder of CMO Huddles. Really understanding what motivates them. What are their pain points? “I

Government

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. Spend time probing to find what your clients real pain points are.

Objectives and Key Results

Heinz Marketing

AUGUST 1, 2024

By Maria Geokezas , Chief Operating Officer at Heinz Marketing Here at Heinz Marketing, we are optimistic about AI’s future impact on B2B marketing. While this is standard practice for any B2B marketing firm, we go a step further by viewing our work as an opportunity to positively influence careers and lives.

B2B

Martech

SEPTEMBER 25, 2024

Rachel Hornstein owns a digital marketing agency, Hornstein Digital, with many SMB clients. The agency uses Canva to do work for clients and sometimes to collaborate with them. “I I provide the tools that I need for my team to get the job done for our clients,” Hornstein said. The thing with Canva is it’s quick.” Processing.

Price

Hubspot

OCTOBER 15, 2024

To help you out on that front, we connected with some sales leaders for the strategies they leverage to establish themselves as credible, consultative resources for prospects. Navin Chandwani , Co-Founder of Maionic , says, "Our niche is B2B. And in B2B, credibility is a big deal. Check out what they had to say!

Prospecting

Hubspot

SEPTEMBER 9, 2024

The evangelist may work for a consulting firm, a partner candidate, or even an existing customer. A client that has already acquired your company’s products or services are often your best source of revenue, provided they had positive customer experiences. It also helped the company when I left for a previous employer not long after.

Territory

Heinz Marketing

SEPTEMBER 17, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing Staying ahead and achieving business success requires more than just a superior product or service. However, many B2B companies grapple with the decision of whether to manage marketing efforts in-house or collaborate with an external marketing agency.

Objectives and Key Results

SaaStr

APRIL 9, 2025

Kruze Consulting helps a ton of B2B start-ups manage their books and finance so their latest data on comp for start-ups is super helpful. Across 400+ startups, mostly B2B, they break down comp. Every start-up is different, and funded differently. The tighter cash is, the more cautious everyone should be. More here :

Finance

Hubspot

NOVEMBER 22, 2024

That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. HubSpot's 2024 B2B buyer survey finds that 81% of B2B professionals are likelier to buy a B2B product from vendors offering self-service tools. A how-to guide for finding your ICP.

Lead generation

Martech

JULY 19, 2024

“That model is very much a B2B model; honestly, it’s almost a B2B2B model, where you’ve got an adviser, an intermediary, consulting with businesses as they’re choosing a provider for the 401K for their employees.” .” Principal is the third largest provider of defined contribution plans, 401Ks, he went on.

B2C

RingDNA

MARCH 26, 2025

75% of B2B buyers and 84% of C-level or VP-level executives use social media, including LinkedIn, to make purchasing decisions.” For operational leaders, it’s a goldmine for finding potential partners, vendors, or consultants. They’re potential partners, collaborators, and clients. Source: Gartner ​.

Closing

Adaptive Business Services

OCTOBER 30, 2024

Even better, I love to share that with clients and … most folks that I worked with during my 45 plus years of B2B sales experience have had very little knowledge of what they are thinking about buying. Educate more, sell less … I’ve always prided myself on solid product knowledge. It’s a win win for both of us! Thank you!

Sell

Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. This is especially true in complex B2B sales like SaaS, ABM, and enterprise software. That being said, Wickett notes that industry knowledge can make a huge difference for more complex B2B SaaS solutions in industries like cybersecurity or enterprise software. “We

Objectives and Key Results

Adaptive Business Services

APRIL 9, 2025

I have always been a strong believer in doing research prior to engaging with a client or prospect. He provides customized, hands-on guidance to help clients make the most of Nimble CRM, targeting those who have struggled with the platform initially. I hope that you will find this interesting!

Electricity

Martech

DECEMBER 6, 2024

Here is an example training prompt: “This GPT helps marketers at AI training and consultancy firms. What research studies about AI and marketing analytics would support the average B2B marketer? Give your custom GPT a memorable, relevant name that reflects its role in your marketing process. The GPT knows a lot about AI.

Angle

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. I learned the hard way when a client’s churn rate quietly climbed even as new deals kept coming in. They aren’t.

Referrals

Hubspot

JULY 23, 2025

Whether I’m mapping outreach for SaaS in North America or building a consultative sequence for real estate in LATAM, I don’t start with “What should we send?” I may also send a LinkedIn post showing how one of our clients reduced project delays by 28% in 3 months. I start with “What should the buyer feel next?” Want to take a look?”

SQL

Salesforce

OCTOBER 22, 2024

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. You’ll need to be prepared to accommodate your clients along the way.

E-commerce

Martech

JULY 26, 2024

B2C, B2B and B2B2C). Professional services companies such as consultancies have stripped CRM to its bare minimum, serving as a digital Rolodex with some modest sales forecasting. As account managers have established one-on-one relationships with their clients, they are likely to keep documentation and note-taking to a minimum.

Pharmaceutical

Heinz Marketing

JULY 18, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Choosing the right marketing consulting firm can be overwhelming—there’s no shortage of options, and it’s not always easy to tell who’s truly the right fit for your business. Case studies and testimonials can be found on our Client Results page.

GTM

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Sales within B2B can be complex and challenging. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal

Partners in Excellence

FEBRUARY 21, 2025

Recordings of client sellers in calls/meetings. If you look at many of the popular selling methodologies, they are all focused on conversations–SPIN, Consultative Selling, Value Based Selling, GAP, MEDDIC, Challenger and others. Most importantly, in complex B2B buying, our customers are looking for conversations.

Customers

Martech

NOVEMBER 21, 2024

Unlike other internal experts at Qualtrics, we’re less client-focused and more focused on category building — what is experience management and what do people need to know to do it well?” But 70% of the interactions a customer will have, whether it be B2C or B2B, will be with the service department.

Customers

Highspot

AUGUST 10, 2025

As sales enablement content, they help everyone, from customer success to executives, speak the same language to prospective clients about what’s being sold. Sell sheet benefits for B2B sales teams Consider sell sheets as a value-creator both inside your business and out in the field. Avoid cluttering the page with multiple CTAs.

Closing

PandaDoc

MAY 2, 2025

For example, with PandaDoc, if youre quoting an enterprise prospect, you can insert a customer testimonial video from an enterprise client that shows how a similar company achieved significant results. Its a quick, powerful way to build trust, show proof, and connect your pricing to real-world outcomes.

Price

PandaDoc

JUNE 2, 2025

Unlike some lighter-weight frameworks (covered in greater detail below), MEDDIC is designed specifically for enterprise and high-value B2B sales, where buying decisions are rarely made by a single person. Early in the conversation, sales reps focus on a clients measurable goals. Multi-stakeholder B2B deals. Value selling.

Objectives and Key Results

Hubspot

JULY 22, 2025

Last year, I hit a wall trying to scale sales as a solo consultant. It’s still early-stage in some ways, but Breeze has helped me spend less time toggling between tools and more time actually talking to potential clients. Hiring wasn’t an option, and most tools I tried just added dashboards, not real help.

Objectives and Key Results

Highspot

AUGUST 11, 2025

That’s the level of clarity go-to-market teams like yours need to move fast, fix what’s broken, and scale what wins within your respective sales process so your sales teams can better turn potential customers into high-paying clients. Why is sales intelligence so important for B2B sales success?

GTM

RingDNA

MARCH 18, 2025

B2B deals can be complicated, multistep interactions, and conversation intelligence integrates with other communication sources (such as texting and video calls) to give you the full picture. Schedule a consultation with one of our specialists here. Align to the sales motion. Ready to see how the Revenue.io

Conversion

Salesforce

DECEMBER 17, 2024

ICPs are most commonly used in business-to-business (B2B) sales to focus a company’s sales activities on leads most likely to close. For example, consider a CEO with an ICP that includes B2B companies with 100 to 700 employees. Analyze successful clients and identify common characteristics based on facts instead of guesswork.

Prospecting

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. It focuses on understanding the clients broader goals and challenges before suggesting solutions. Heres how it works.

Sell

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. The method was developed by Matthew Dixon and Brent Adamson in The Challenger Sale and emerged from a multi-year study of thousands of B2B sales professionals. Consultative selling.

Process

Martech

FEBRUARY 7, 2025

In the competitive world of B2B, youre in a race for profitability. Dig deeper: How to develop a winning B2B ideal customer profile Formula 2: The catalyst has to become integral to the way you go to market Your ICP must also be embedded in every aspect of your go-to-market (GTM) strategy. Back it up with a human touch.

B2B

SaaStr

JUNE 12, 2025

AI is Killing Transactional Sales (And Good Riddance) Sam’s frustration echoes every modern B2B buyer: “There have been several instances where it was sort of like a commodity transactional sale, and the sales rep adds unnecessary negative friction. Spend 30 minutes with AI getting to 80% proficiency. Feel the difference?

Legal

Hubspot

JULY 17, 2025

Example: Joe Fletcher , a Marketing Consultant at Scaled , recounts contacting a busy CRO where another generic type of cold email wouldn't have prompted a response. “I I signed one client who was a big football fan,” says Fletcher. “I Intensive research, personalization, and heavy lifting are justified in this case.

Start-ups

Hubspot

FEBRUARY 20, 2025

Thanks in large part to a presentation by former HubSpot CRM Mark Roberge at SaaStr, HubSpot customer Ecobot decided to pursue the same model when launching its software platform for environmental consultants. Retainer Under the retainer model, a company allocates a specific portion of its capacity to individual clients each month.

Retail