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. Below are the key insights from our conversation, along with practical strategies to multiply your lead count and build a system that secures face-to-face meetings with the right buyers.

B2B 81

B2B Appointment Inside sales Pitch 81

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 62

B2C B2B Contract Objection handling 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 59

B2B Pipeline Campaign Sales 59

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. The key is strategic targeting.

B2B 87

B2B CTR Lead generation Sports 87

Highspot

JULY 13, 2025

There’s a sales approach that is helping many B2B reps boost their sales productivity, gain new sales skills, and develop genuine connections and nurture relationships with the right prospects: social selling—a proven, virtual-selling technique employed by many leading sales teams. The good news?

B2B 52

B2B Sell GTM Cold Call 52

Martech

APRIL 9, 2025

AI is driving meaningful operational changes AI-powered tools are already reshaping B2B marketing, driving major shifts in how marketers work. Contact enrichment. Dig deeper: 5 ways to help your B2B organization succeed with AI agents 2. Lead conversion. 3 reasons AI proficiency is a key differentiator for marketers 1.

GTM 129

GTM Strategic planning Strategize B2B 129

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 114

B2B B2C Niche Education 114

Salesforce

NOVEMBER 5, 2024

These journeys can lead to higher conversion rates since nurtured leads often make larger purchases. For example, Einstein AI analyzes past engagement patterns and automatically selects the best time to reach each contact, helping you boost open rates and overall engagement.

Campaign 99

Campaign Cross-sell Click Through Rate CRM 99

Veloxy

FEBRUARY 12, 2025

Gong - Conversation Intelligence My years of working with sales productivity tools have shown that Gong stands out because of its exceptional conversation intelligence capabilities. ZoomInfo - Sales Intelligence My evaluation of sales productivity tools for Veloxy led me to discover ZoomInfo as an outstanding B2B intelligence source.

Product 130

Product CRM Price Objectives and Key Results 130

Search Engine Land

AUGUST 20, 2024

Your approach to content should, as usual, be grounded in knowledge of the customer – and, for B2B, your customer’s customer. Whether good or bad, stay in close contact with your sales and CS teams, and you’ll get some great nuggets.) Highlighting audience testimonials of the product in use in different settings and scenarios.

CTR 100

CTR Cross-sell Promote Presentation 100

Martech

JANUARY 9, 2025

Using AI agents to gain customer insights AI agents engage customers in conversations. Leveraging agentic AI, marketers can more easily gain a holistic view of the customer journey from data housed across systems and departments, said Pedro Andrade, VP of artificial intelligence at Talkdesk, a cloud contact center software company.

Drivers/motivators 130

Drivers/motivators Represent Contact Service 130

RingDNA

APRIL 11, 2025

What it Measures: The total number of attempts a rep makes to call prospects in a given day Value: Many sales organizations have a dialing quota since more dials can equate with more meaningful sales conversations and revenue. Conversations Per Day Key Question it Answers: How efficient are your reps at connecting with prospects?

Quota 62

Quota Sales Pipeline Contact 62

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.” Use LinkedIn to Have Smarter Conversations Let’s face it – if you use LinkedIn to send out spammy emails to prospects, it’s not likely that you’ll get the traction you desire. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

Hubspot

SEPTEMBER 9, 2024

A contact or company may not be an immediate opportunity, but they advocate for your company and its products and services to other companies. If you need more convincing, here are five advantages to creating and maintaining a B2B lead list: 1. MQLs that your sales team has vetted and identified as worthy of direct follow-up.

Territory 83

Territory Cold Call SQL Campaign 83

Salesforce

DECEMBER 20, 2024

What defines success in B2B marketing? When working with sales to help close deals, B2B marketers need to understand the sales funnel, including how customers move through the stages of an opportunity. Simply put, your team has to be B2B opportunity experts. What is a B2B opportunity expert? Timing is crucial.

B2B 59

B2B Contract Cross-sell Construction 59

Sales Pop!

MARCH 12, 2025

Besides generating leads, eLearning also helps businesses establish meaningful relationships with likely customers, resulting in increased engagement and higher conversion rates. Captures Leads Through Gated Content Giving away high-value learning materials in exchange for contact details converts anonymous visitors into qualified leads.

Lead generation 130

Lead generation Process Education A/B testing 130

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. From there, initiating conversations and strengthening relationships with business buyers and influencers got easier.

Closing 85

Closing Quota Healthcare Tradeshows 85

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. Find prospects by extracting review data.

Lead generation 50

Lead generation B2B Sales Campaign 50

Hubspot

SEPTEMBER 30, 2024

Instead, they should be sharing value—whether through insights, content, or engaging in meaningful conversations.” For instance, LinkedIn is a go-to for B2B connections, offering professional networking opportunities, whereas Instagram is ideal for engaging visuals that attract a younger audience. “I

Sell 75

Sell Relationship building Trust Networking 75

Hubspot

OCTOBER 10, 2024

GDPR compliance is a messy process to begin with, but trying to stay ahead of the regulation while B2B cold calling presents a whole other set of problems. Was B2B cold calling still legal? How GDPR Affects B2B Cold Calling With that out of the way, let’s settle the most important thing first. Table of Contents What Is the GDPR?

Cold Call 56

Cold Call Legal B2B Contact 56

Salesforce

JUNE 17, 2025

Ensure Einstein Activity Capture and Einstein Conversation are also enabled. Sales Development Enhancement: Nurture Contacts & Person Accounts When it’s available: April 2025 What it does: Reaches out to existing contacts for upsells and cross-sells using contact and person accounts from opportunity records.

Sell 83

Sell Territory E-commerce Sales 83

SaaStr

MARCH 12, 2025

So at SaaStr Annual, Dave Kellogg did a great deep dive on “5 Things Every B2B CEO Needs to Know about Marketing” In the Age of AI it’s even more true today, so I wanted to update our SaaStr take-aways from the deep dive. You founded a product company, but you’re running a distribution business.

Pipeline 80

Pipeline B2B Territory Quota 80

Salesforce

NOVEMBER 25, 2024

With more data at your disposal, it is easier to tap into advanced personalization features like Cross-Object Merge Fields, which pulls in information from Data Cloud to display merge fields related to the contact record. Marketers can personalize messages based on objects related to the contact record. Cross-Object Merge Fields.

Cross-sell 64

Cross-sell Customers Territory Campaign 64

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. These are elements of a total framework — not sequential steps.

E-commerce 87

E-commerce Territory Pitch Sales 87

RingDNA

APRIL 29, 2025

We want to help you have sharper conversations, smoother workflows, and easier wins. Now you can get guidance while the conversation is happening, when it matters most. Keep conversations sharper without needing post-call corrections. can now accurately capture and analyze those conversations.

Product 62

Product Territory Outside Sales Up-sell 62

Salesforce

DECEMBER 2, 2024

Most B2B marketers have used account-based marketing (ABM) for years. Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. Related content 3 Ways AI Brings You Better B2B Marketing Solutions 3 Ways to Use B2B Data to Simplify Your Marketing Campaigns Chatbots vs. AI Agents: What’s the Difference?

Closing 59

Closing Objectives and Key Results Manufacturing B2B 59

RingDNA

JUNE 10, 2025

Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. Contacts who are familiar with a particular sales rep or people who they have worked with previously are also considered a warm contact.

Cold Call 62

Cold Call Contact Referrals CRM 62

Adaptive Business Services

APRIL 9, 2025

Additional Insights: Target Audience and Business Development : Craig primarily serves solopreneurs and small B2B teams who need personalized CRM solutions. Professional Network and Influence : With a notable following on LinkedIn and multiple endorsements, Craigs network reflects his influence in the CRM and B2B sales community.

Electricity 71

Electricity CRM Relationship building Clients 71

Salesforce

SEPTEMBER 10, 2024

And that was a smart move, because white-glove customer service – for both B2B and B2C – is essential for consumer goods (CG) brands who want to build long-term, loyal relationships with customers. You may view your contact center as a cost center, with ongoing pressure to cut operational expenses.

Service 69

Service Customers Cross-sell Contact 69

Highspot

FEBRUARY 20, 2025

77% of B2B buyers found their most recent purchase very complex or difficult, emphasizing the need for in-depth product knowledge. Key Takeaways Product training is essential for anyone responsible for taking a product to market. Product training techniques like gamification keep teams motivated.

Product 52

Product GTM Objectives and Key Results Cross-sell 52

Highspot

JUNE 24, 2025

And when B2B organizations invest in a unified sales enablement platform that offers intuitive AI role-play technology, like Highspot, they can save hours on sales training and development. ” Coaching prompts: Did the rep use open-ended questions in the discovery call to guide the conversation?

Objectives and Key Results 52

Objectives and Key Results Objection handling Negotiate Sales 52

Martech

NOVEMBER 21, 2024

This AI agent brings together conversational intelligence and generative AI to deliver natural conversations with hyper-personalization.” She had two definitions, first a “scholarly” one used internally at the Institute; the second, one used in conversation with the C-suite. “Product, sales.

Customers 144

Customers B2C Service Clients 144

Martech

JUNE 13, 2025

For the first time, marketers can systematically extract, analyze and operationalize the rich conversation insights that sales teams gather daily. Meanwhile, your sales team is having actual conversations with prospects every day. Conversation-driven lookalike targeting Most marketers are missing the biggest opportunity here.

Campaign 56

Campaign Launch GTM Education 56

Heinz Marketing

MAY 16, 2025

ABM isnt just a buzzwordits a strategy that helps B2B marketers focus their time, budget, and energy on the accounts most likely to drive meaningful revenue. In this blog, weve compiled the most frequently asked questions B2B marketers ask when building, scaling, and measuring an ABM program. What are the benefits of ABM?

Strategic planning 55

Strategic planning B2B Pipeline Strategize 55

PandaDoc

MARCH 25, 2025

Complex sales examples Complex sales are common in SaaS, B2B, and service industries, such as with the following: Software with customizations, options, or add-ons Financial or consultative services Selling products or services to large organizations Whats the difference between complex and transactional sales?

Objectives and Key Results 52

Objectives and Key Results Contract Legal Sales 52

Martech

MAY 8, 2025

The feature enables automatic contact synchronization between platforms and logs all SMS activity from Textellent as notes within ActiveCampaign. Mira interacts through a conversational interface and can handle functions such as compiling news briefings, tracking brand mentions, and monitoring competitor activity.

Launch 84

Launch A/B testing Campaign Angle 84

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.

GTM 76

GTM B2B Drivers/motivators Manufacturing 76