Heinz Marketing

AUGUST 21, 2024

By Win Salyards , Senior Marketing Consultant at Heinz Marketing Nowadays, Artificial Intelligence (AI) is no longer just a buzzword—it’s a powerful tool that drives innovation, efficiency, and competitive advantage across industries. B2B companies are adopting AI to transform everything from supply chain management to customer relations.

B2B

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

Sales Gravy

OCTOBER 31, 2024

and guest Neil Cameron discuss the evolving landscape of B2B sales, focusing on how to adapt to millennial buyers, the importance of authenticity in digital sales, and strategies for building trust in the modern sales environment. On this episode of The Sales Gravy Podcast, host Jeb Blount Jr.

Trust

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. Provide transparent pricing options (thinkbundled services with even more value).

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

Search Engine Land

AUGUST 6, 2024

A similar EU ruling regarding Google’s Shopping that led to Google opening up their Shopping space to third-party Comparison Shopping Services (CSS), which were granted a 20% discount on cost-per-clicks (CPCs) to ensure they could fairly compete.”

Legal

Hubspot

SEPTEMBER 9, 2024

How to Build a Lead List My Tips for Building a Sales Lead List A prospect may have shown interest in a product or service by responding to an online offer, visiting your company’s booth at a conference, or engaging with social media posts. The evangelist may work for a consulting firm, a partner candidate, or even an existing customer.

Territory

Martech

JULY 19, 2024

Professional services and other revenue: $13.6 ” Yamini Rangan CEO, President & Director, HubSpot Dig deeper: HubSpot buying B2B data source ClearBit Salesforce’s Q1 2025 earnings In summary: Q1 revenue: $9.13 The public sector and financial services sectors also performed well. Subscription revenue: $603.8

Cross-sell

Martech

MARCH 18, 2025

By 2028, traditional B2B marketing and sales tactics from demand generation to outbound prospecting will be nearly unrecognizable or extinct. B2B buyers are beginning to aggressively use AI to avoid GTM tactics they see as outdated, inefficient, and self-serving and that substantially increase the time it takes to buy stuff.

GTM

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. In addition, you need to be human — be upfront about what your service or product is not good at or for, along with your strengths. Visualize products.

Prospecting

Heinz Marketing

AUGUST 9, 2024

By Carly Bauer , Marketing Consultant at Heinz Marketing Artificial intelligence (AI) is transforming the marketing landscape, offering businesses unprecedented opportunities for efficiency, personalization, and scalability. Use AI to Improve Customer Experiences AI can enhance customer experiences by providing quick and efficient service.

E-commerce

Heinz Marketing

AUGUST 14, 2025

By Sarah Threet , Marketing Consultant at Heinz Marketing  Every revenue leader has felt the sting of a “ghosted” prospect — a once-promising opportunity that suddenly goes silent. Why B2B Buyer Engagement is Harder Than Ever Buyers today are operating in a state of ruthless prioritization. The result?

Growth

RingDNA

JULY 2, 2025

The course emphasizes trust-building, persuasive communication, and consultative closing techniques. It’s ideal for both B2B and B2C sales professionals aiming to sharpen their sales instincts and improve quota attainment. It’s especially valuable for enterprise and B2B sales teams managing high-stakes deals.

Retail

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

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. services including security, workflow, and telephony? services including security, workflow, and telephony? Thank you!

Sell

Hubspot

NOVEMBER 22, 2024

Create self-service resources. 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. Further, 57% of B2B buyers purchased a tool in the last year without a single meeting with the vendor's sales team.

Lead generation

Martech

JULY 19, 2024

And now we have Data Cloud, threading together data from across the Salesforce suite (Marketing Cloud, Sales Cloud, Service Cloud), able to pull data from external sources and, perhaps most significantly, able to reach into data warehouses like Snowflake and Databricks and activate brand data from those deep wells. .”

B2C

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. This provides insight into a prospect’s needs so you can zero in on qualified buyers who are a good fit for your product or service.

E-commerce

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.” If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. Source: Gartner ​.

Closing

Martech

JULY 26, 2024

B2C, B2B and B2B2C). Below is a (selection of) the correlations of martech used in the banking and financial services industry. Ecommerce platforms handle both web and mobile app banking services. CRM is a negative satisfier in the case of the banking and financial services industry. revenue or headcount).

Pharmaceutical

Hubspot

JUNE 16, 2025

Traditional media companies are slashing sales teams as linear TV declines, while tech platforms and streaming services are hunting for a new breed of seller: digital-first, tech-savvy. This is especially true in complex B2B sales like SaaS, ABM, and enterprise software. But here’s the twist — not all sales roles are created equal.

Objectives and Key Results

PandaDoc

JULY 9, 2025

Consultative selling Full guide: Consultative sales This method is all about building trust and uncovering the deeper needs of the customer. Best for: Long sales cycles, relationship-based selling, B2B solutions. Best for: Complex products, SaaS, and services. Now, let’s break down the most common sales methodologies.

Objectives and Key Results

Adaptive Business Services

APRIL 9, 2025

Jamieson Position : Nimble CRM Trainer & Consultant Location : Boise Metropolitan Area Connections : 872 followers, 500+ connections Professional Role: Craig specializes in Nimble CRM training and implementation , focusing on solopreneurs and small teams. Be sure to read this article to the end where I will tell you how I did it!

Electricity

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

Hubspot

MARCH 13, 2025

On top of that, B2B buyers are wary of sellers trying to influence their decisions. In my mind, the most important thing competent B2B sellers bring is an understanding of enterprise-wide benefits that can be realized through the use of their offerings. Few executives have the time or desire to go into details about products.

Meeting

Heinz Marketing

MAY 15, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. In this blog, we’ve compiled the most frequently asked questions B2B marketers ask when building their Ideal Customer Profile (ICP), developing buyer personas, and mapping the buying committee.

Drivers/motivators

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. The faster a buyer sees themselves in your product or service, the faster they start acting like a customer. They aren’t.

Referrals

Adaptive Business Services

JUNE 25, 2025

Since I represent Nimble CRM, let’s talk about how easy it is to do and I will use a typical B2B sales environment as an example. If you would like to explore whether or not Nimble CRM might be right for you, please book a free 30-minute Zoom consultation with me by going to my calendar. Can a CRM help? Absolutely!

Process

Martech

NOVEMBER 21, 2024

On the one hand, the aim of automating the customer experience (including automating the work of service reps) seemed very ambitious. And is customer experience really reducible to the service (or support or success) experience? That’s a view enthusiastically advanced by Jeff Wartgow, VP product management, Oracle CX service.

Customers

PandaDoc

MAY 2, 2025

Pricing isnt just a number you stick on a product or service. Instead of selling individual products or services, you package them together to deliver a more comprehensive solution. Advanced pricing tables let you include optional add-ons like premium support or onboarding services that customers can toggle on or off in real time.

Price

SaaStr

JULY 11, 2025

But new data from ICONIQ’s survey of 205 B2B SaaS GTM executives reveals something much more systematic: AI-native companies are fundamentally restructuring how go-to-market teams operate. Loveable is growing explosively with minimal marketing spend, relying almost entirely on product-led growth and word-of-mouth.

GTM

Highspot

AUGUST 10, 2025

A sell sheet is a single-page document that provides an overview of your products or services to grab buyers’ attention. Sell sheet benefits for B2B sales teams Consider sell sheets as a value-creator both inside your business and out in the field. What is a sell sheet? Avoid cluttering the page with multiple CTAs.

Closing

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. What is Heinz Marketing? And no, we are not affiliated with Kraft Heinz, the ketchup company!)

GTM

SaaStr

AUGUST 14, 2025

The challenging economics of making AI actually work today in the real world in B2B — and why the hottest job in enterprise might be a luxury SMBs can’t afford. has helped over 40,000 founders with their B2B questions. Consult on a CI/CD pipeline for a novel AI system? Our own SaaStr.AI Because we’ve trained them.

Engineering

Salesforce

DECEMBER 17, 2024

What would make them so uniquely suited to your product or service that they become a lifelong customer? An ideal customer profile (ICP) is a detailed description of a company that’s a perfect fit for your products or services. For example, consider a CEO with an ICP that includes B2B companies with 100 to 700 employees.

Prospecting

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. As is commonly the case in B2B sales, the economic buyer may be different from other project stakeholders. Value selling.

Objectives and Key Results

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. This involves tailoring your offer.

Objectives and Key Results