Martech

JULY 25, 2024

In B2B demand generation , buyer groups have become more important than individual buyers. Buyer groups include all key stakeholders in B2B purchase decisions, including people from roles you may not be actively targeting who nonetheless have a say in the final decision (examples here often include legal, IT, and/or compliance).

B2B 132

B2B Legal CRM Lead generation 132

Martech

DECEMBER 4, 2024

Almost 90% of B2B buyers prefer content from trusted B2B influencers over sales messages from B2B brands. It’s clear, of course, that B2B influencers fulfill a different role than B2C influencers. The B2B influencer space is different. Also, look close to home. Expectations must be tempered by reality.

B2B 120

B2B B2C Entertainment Niche 120

SaaStr

DECEMBER 26, 2024

The findings arent much different from what weve discussed before at SaaStr, but still very helpful to see, given how much data they are pulling from: On average, $100k deals take about 70 days to close. That ties to our overall rough sales cycle data here: Dear SaaStr: What’s a Good Benchmark for B2B Sales Cycles?

Closing 113

Closing B2B Growth Start-ups 113

Martech

OCTOBER 11, 2024

Here’s a question to consider: Does it take more than 250 touchpoints to close a B2B SaaS deal in today’s world? But B2B software sales are incredibly complicated things. Any sizable B2B SaaS deal includes: A buying committee. In 2024, companies need 2,879 impressions and 266 touchpoints to close a deal.

B2B 120

B2B Angle Promote Education 120

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. Processing.

B2B 132

B2B Customers Objectives and Key Results Cross-sell 132

Salesforce

AUGUST 29, 2024

Just because you work for a B2B company doesn’t mean your social media presence has to be dry and super formal. B2B social media marketing should be engaging and fun, while still helping you get closer to closing business with your customers and prospects. What you’ll learn What is B2B social media marketing?

B2B 109

B2B Legal Entertainment Follow-up 109

Martech

APRIL 30, 2025

At a time when technology is raining down and radically changing the business landscape, B2B marketing is hiding under an umbrella. Dig deeper: Driving customer growth with value-based B2B marketing Are we optimally organized? B2B is personal it always has been and always will be. Not even close. Will marketing survive?

B2B 112

B2B GTM Strategize Commission 112

Martech

AUGUST 19, 2024

Dig deeper: 22 must-have reports for measuring CRM health The 6 high-churn personas marketers need to watch closely There are at least six high-churn personas marketers and sales teams need to watch closely. The post How to identify high-churn personas in B2B and mitigate their risk appeared first on MarTech. Processing.

B2B 120

B2B Contract Consult Price 120

Martech

NOVEMBER 13, 2024

The merger of DemandScience and Terminus, announced on Tuesday, is the latest act of consolidation in the B2B media and lead generation landscape and emphasizes, once again, the importance of data to identifying and engaging B2B buyers. Why we care: B2B marketing is an interesting place right now.

B2B 120

B2B B2C Lead generation Prospecting 120

Iannarino

MARCH 13, 2023

In The Lost Art of Closing: Winning the 10 Commitments That Drive Sales , you will find one of the most powerful sales strategies for acquiring a first meeting with a prospective client. Without value, sales is broken.

Meeting 286

Meeting B2B Cold Call Sales 286

Iannarino

JANUARY 28, 2023

One of the most difficult challenges in B2B sales is building consensus. When you accepted your job in B2B sales, the job description didn't mention you would need to lead your prospect and their team through this most difficult outcome. For B2B salespeople, the lack of consensus crushes average close rates.

B2B 278

B2B Prospecting Sales Closing 278

Martech

MAY 1, 2025

YouTube has long been a go-to advertising platform for B2C marketers, but it’s often still a question mark for B2B brands. I usually see B2B professionals on LinkedIn asking, “Has anyone had success with YouTube ads?” ” or “What’s the best way to approach video advertising for a B2B audience?”

B2B 112

B2B B2C Niche Education 112

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. If you fail to address the pain points related to the buying process, you can forget about closing deals.

B2B 286

B2B Contact Clients Entertainment 286

Iannarino

FEBRUARY 11, 2024

In the high-stakes world of B2B sales, rejection and competition are not just challenges but opportunities for growth. Dive into practical strategies and insights that empower sales professionals to bounce back stronger, close more deals, and cultivate a positive, resilient mindset for lasting success.

B2B 275

B2B Sales Growth Closing 275

Sales Pop!

AUGUST 20, 2021

The sales process in B2B is not self-sufficient. SaaS B2B Sales. The type of B2B business focused on SaaS (Software as a Service) is most often cloud solution providers. B2B companies sell their products or services to other companies instead of selling them to customers. The latter then waits for approval; Payment.

Inside sales 246

Inside sales B2B CRM Price 246

Iannarino

FEBRUARY 25, 2023

Over time, B2B selling has changed and become increasingly more complex. A large part of the changes in how we sell in the 21st-century result from the difficulty companies have making decisions around the things they buy.

B2B 286

B2B Sales Sell Closing 286

Martech

DECEMBER 3, 2024

“The state of B2B advertising” is the name of a recent report from ABM advertising, customer intelligence and data platform Demandbase. But what about the state of B2B marketing itself? A pipe to close conversion rate of around 20% to 30% was once considered a good average. The message got through.

B2B 120

B2B GTM Pipeline B2C 120

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.” In B2B sales, it often takes north of six contacts to close deals. But the best B2B sales reps understand the power of continuing relationships with clients even after a deal closes.

Closing 62

Closing B2B Sell Referrals 62

Heinz Marketing

JUNE 5, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing Understanding and activating the B2B buyer’s journey is essential for marketers looking to drive real revenue impact. FAQs About the B2B Buyer’s Journey and Sales Cycle What is a B2B buyer’s journey? How do you build a B2B buyer’s journey?

B2B 67

B2B Pipeline Campaign Sales 67

Iannarino

APRIL 10, 2025

Winning in B2B sales isnt just about a strong startits about mastering the final moves that seal high-stakes deals.

B2B 185

B2B Gaming Closing Sales 185

Iannarino

APRIL 26, 2023

In B2B sales, both buying and selling have become more complex and more complicated. Selling effectively has never been easy, regardless of what you sell. Buyers are trying to decide without speaking with salespeople, and they struggle to build consensus among their teams.

Closing 269

Closing B2B Sales Sell 269

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Closing email statements are a moment of truth for your prospect to feel valued and motivated. Calls-to-action shouldn’t be up to interpretation.

Closing 85

Closing Quota Healthcare Tradeshows 85

Martech

APRIL 23, 2025

B2B marketers want solutions that deliver results, not more tools to add to their martech stack, according to a new survey. The Pipeline360 2025 State of B2B Pipeline Growth Report found 69% of marketers value delivered insights or “done-for-you” services over adding new tools to their tech stack.

Technology 79

Technology Technology B2B Drivers/motivators 79

Sales Gravy

MARCH 25, 2025

Wes from Flower Mound, Texas, has a familiar challenge: how to attract more qualified B2B leads and convert them before they slip away. In B2B lead gen often requires multiple touch points before prospects even see why they need to talk to you. In B2B sales randomness is the enemy of effectiveness.

B2B 79

B2B Appointment Inside sales Pitch 79

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. Cold outreach has been a part of B2B sales for as long as businesses have existed. But how do you find high-quality leads?

Lead generation 244

Lead generation B2B Referrals Launch 244

SaaStr

MAY 1, 2025

So Clari put together the data that I’ve known and so many of us have known for a long time in B2B sales, across 10,000,000 opportunities it analyzed: The best reps can closed 2x-9x more than “ordinary” reps. And the bottom reps often close close to nothing. All the rest still close 35% of your revenue.

Closing 73

Closing Up-sell B2B Start-ups 73

Martech

APRIL 23, 2025

Let’s be honest: too much B2B content is AIgenerated junk posts that chase rankings and leads and deliver little value. Here’s how: Prompt : “Create a realistic image for a blog post titled ‘Why B2B Buyers Don’t Trust Your Content.’ ’ Audience: B2B tech marketers.

B2B 126

B2B A/B testing Trust CRM 126

SaaStr

FEBRUARY 24, 2025

But ordinary B2B VC deals are down. Overall deal count in B2B VC (and VC overall) is down again in January: Down -8% from December Down -64% (!) The markets remain up, HubSpot and other leaders are at all-time highs or close, and every YC batch is as full as ever. And per Sapphire Ventures , 2025 is starting off similarly.

B2B 83

B2B Growth Start-ups Closing 83

Iannarino

JUNE 3, 2023

When sales managers talk about sales questions, they suggest more open-ended questions and fewer closed-ended questions. Despite this universal advice, most salespeople fail to ask powerful questions because they don’t have them. While that’s better than nothing, there are other, more powerful types of questions.

B2B 282

B2B Sales Closing 282

Martech

SEPTEMBER 11, 2024

Specifically, roughly 80% of closed sales deals we evaluated couldn’t be connected to marketing content. Dig deeper: A B2B marketer’s guide to long-form content Website While not traditional content marketing , a website is a source of content. The goal of content marketing is consumption, not creation. Processing.

B2B 135

B2B Campaign Represent Presentation 135

Iannarino

OCTOBER 30, 2023

Before they closed the doors, a good friend called me to tell me that a person known to me was systematically tweeting something my friend believed would somehow harm me. One day, I was sitting on an airplane, waiting to take off.

B2B 302

B2B Closing Sales 302

Iannarino

AUGUST 13, 2024

Understanding where your ideas fall within your client's Overton Window can be the key to closing bigger, more profitable deals.

Clients 265

Clients B2B Closing Sales 265

SaaStr

JUNE 21, 2025

Here’s the full breakdown of 25 top public B2B / SaaS companies and what it means for your startup. The B2B and SaaS market has clearly separated into two different value propositions: Mission-critical AI platforms (strong performance) Traditional productivity tool s (facing headwinds) Let us break it down category by category.

B2B 94

B2B Government Healthcare Contract 94

Sales Pop!

JUNE 17, 2025

Lean Into Emotions (for B2C) or Evidence (for B2B) Purchase decisions aren’t as rational as we like to think. B2B buyers need emotional reassurance too, but they require logical justification to defend their choices to colleagues and stakeholders. In B2B, trust is built through confidence, credibility, and clear value.

B2C 130

B2C Objectives and Key Results Manufacturing Real Estate 130

Heinz Marketing

MAY 13, 2025

This is a challenging spot for many B2B leaders and contributors. This yields some very interesting methods that can be used to show marketings impact like: Qualitative feedback from sales about marketing how well is marketing supporting sales ability to close? Everyone wants to get this part right. So that’s the FAQ.

B2B 97

B2B GTM CRM Pipeline 97