Iannarino

NOVEMBER 19, 2023

The most desirable clients have not been waiting for you to show up in their world, as they have signed a contract with one of your many competitors. To win your dream client, you will need patience and persistence.

Contract 274

Contract B2B Clients Sales 274

Iannarino

AUGUST 7, 2023

You have a signed contract, your operations team is executing, and you are pursuing your next prospective client. After a long pursuit, you have won your dream client. You have heard nothing from your team or your client, so you assume everything is going as planned—until your client calls to tell you they are having problems.

Follow-up 246

Follow-up Clients B2B Contract 246

Iannarino

MARCH 13, 2024

Since the contract was signed, these clients have been generating enough commissions that the senior salespeople are comfortable with their income and become complacent. This highlights the importance of senior sales representatives in B2B sales strategy and client acquisition in competitive markets.

Commission 277

Commission Contract Represent Clients 277

Martech

JULY 29, 2022

Most B2B marketing organizations today practice some kind of account-based marketing (ABM) strategy. Account-based marketing, or ABM, is a B2B marketing strategy that aligns sales and marketing efforts to focus on high-value accounts. Account-based marketing addresses changes in B2B buyer behavior. What it is. Why it’s hot.

Contract 124

Contract B2B Technology Technology 124

Iannarino

AUGUST 8, 2021

The manuscript is due to the publisher in three days: my contract calls for 65,000 words, a good length for the publisher based on what people will spend on a book. Writing the book has caused me to recognize a critical insight about B2B sales , or more accurately, about B2B buying. The deadline for my fourth book is looming.

Intrinsic 321

Intrinsic Quota Clients B2B 321

SaaStr

APRIL 2, 2025

It’s one of the fastest-changing spaces in B2B. Modest Reacceleration Past Two Quarters Sometime in Q3’24 might have been the end of the “downturn” in many B2B categories, per HubSpot and also here per Freshworks. When B2B companies burn cash and issue a lot of equity, the dilution can be fierce.

Drivers/motivators 105

Drivers/motivators Contract B2B Growth 105

Martech

SEPTEMBER 20, 2024

Review the contract There are times in business when a lawyer is called for. Go over the contract with a legal expert. The contract should have a data breach notification requirement and possibly what remediation is required of the vendor. How to do this should be in your incident response plan. This is absolutely one of them.

Government 122

Government Legal Contract Commission 122

Martech

FEBRUARY 7, 2025

Contract timing My team once negotiated a contract with a new vendor where timing was critical. By collaborating with our procurement team, we negotiated a delayed contract start date while signing in time to secure the incentives. My career has taken me to companies in higher education, B2B SaaS and hospitality.

Contract 104

Contract Non-Profits Hospitality Negotiate 104

Sales Hacker

OCTOBER 9, 2020

Unfortunately, once the contract leaves your hands, the ball is no longer in your court. Instead of pacing back and forth, waiting for your contracts to come back, how can you take back control of this process to get your sales contracts signed faster? #1. Identify All the Contract Stakeholders. Use a Contract Overview.

Contract 97

Contract Legal Negotiate Sales 97

Iannarino

JULY 19, 2021

Here is the order in which sales conversations were (and mostly still are) conducted in legacy approaches to B2B sales. This is the B2B equivalent of social proof. At this point, you may or may not need to provide a presentation, but you will eventually have to provide your client with a proposal and a contract. Our Clients.

Conversion 334

Conversion Clients Sales Presentation 334

Martech

JANUARY 16, 2024

Storytelling might not be the first tool that springs to mind in B2B marketing. This article dives into the nuts and bolts of storytelling in B2B marketing. Let’s explore these elements and more to harness the full power of storytelling in your B2B strategy. Yes, B2B decisions are data-heavy. But why storytelling?

B2B 140

B2B Angle Contract Trust 140

Martech

OCTOBER 17, 2023

Here’s a twist: B2B didn’t sit this dance out. 2022 was a revelation, with B2B diving headfirst into influencer partnerships. If you’re wondering what 2023 holds — spoiler alert — expect more B2B names under the influencer spotlight. Precision in selection Not every influencer will be the right fit for a B2B brand.

B2B 124

B2B Niche Contract Campaign 124

Martech

JUNE 17, 2024

When it comes to trust, the best a B2B tech vendor can hope for is to be where IBM stood when someone coined the phrase, “No one ever got fired for buying IBM.” If you work in SEO or paid media, you have a B2B relationship with Google and likely have a more complex take on the brand. The post Will you ever trust a B2B tech vendor?

Trust 120

Trust B2B Non-Profits Government 120

SaaStr

FEBRUARY 7, 2025

In 2022, you could blame the markets In 2023, you could blame "macro" impacts In 2024, you could still claim we were in a "downturn" In 2025 — you've run out of excuses — Jason SaaStr 2025 is May 13-15 Lemkin (@jasonlk) February 4, 2025 The downturn is over in SaaS and B2B. Venture Capital is Back.

Legal 90

Legal Contract B2B Growth 90

Sales Hacker

OCTOBER 11, 2024

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results. Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails.

GTM 114

GTM X-functional Pipeline Construction 114

Martech

APRIL 7, 2023

Customer indecision is now a leading reason for missing B2B marketing and sales pipeline and revenue targets. B2B buyers are dealing with FOMU, not FOMO Authors Matt Dixon and Ted McKenna analyzed more than 2.5 The fear of messing up (FOMU) is a major barrier for B2B buyers to pull the trigger on a purchase, no matter how compelling.

B2B 127

B2B Customers GTM Pipeline 127

Martech

JUNE 27, 2023

And I am frequently surprised by how many B2B companies still neglect features and functionality that would improve the effectiveness of their sites. B2B firms typically seek to accomplish some combination of the following with their sites: Be found by qualified prospects. Hmmm, am I an out-of-touch boomer? But on this topic, not.

B2B 117

B2B Customers Cross-sell Price 117

Martech

AUGUST 13, 2024

State privacy laws now emphasize accountability, requiring businesses to ensure partners handle personal information lawfully, with mandatory audit provisions in contracts,” said Michael Hahn, EVP, general counsel, IAB and IAB Tech Lab, in a release. And that’s where a solution for all these parties comes in.

Contract 116

Contract Launch Campaign Meeting 116

Martech

JUNE 28, 2022

Marketers play a large, proactive role in the buying-selling process to generate revenue across the entire buyer lifecycle – from generating a new customer, to contract renewal, to solution expansion and cross-sell/upsell. B2B marketing expert Tony Zambito calls this the “ Great Buyer Resignation.” A reality check.

B2B 117

B2B GTM Cross-sell Cold Call 117

Martech

OCTOBER 12, 2021

Good morning, Marketers, and how touchy-feely can B2B get? Maybe I am being controversial here, but I think there’s every opportunity for B2B to get very touchy-feely indeed. Cipriani-Espineira was last week promoted from VP Customer Success to Chief Customer Officer at B2B scheduling software vendor Chili Piper.

B2B 109

B2B Account management Contract Technology 109

Iannarino

JULY 15, 2021

Anyone who is oblivious that B2B sales are mainly about change management is playing the wrong game. To win a deal , you are going to need someone who can sign a contract. This is especially true when you’re competing against someone who believes that all they need to do is identify a problem and insert their solution.

Gaming 300

Gaming Clients Contract Up-sell 300

Heinz Marketing

FEBRUARY 17, 2023

More than likely, your target audience is not in search of a vendor, product, or service; they are already likely in a contract with another vendor or may be testing a competitor’s product/service. Healthcare marketing strategies, from both a B2B and B2C perspective, have shifted digitally.

Healthcare 111

Healthcare B2B Hospitality Education 111

Veloxy

NOVEMBER 15, 2022

Account based selling is a B2B concept that has gained a lot of interest in recent times, but implementing it can feel rather daunting. Studies show that at least 94% of B2B teams have adopted account based selling in a bid to deliver improved buying experiences that lead to increased conversions and loyalty. It doesn’t have to.

Sell 246

Sell Objectives and Key Results SQL B2B 246

Martech

SEPTEMBER 24, 2021

Account-based marketing or ABM is a B2B marketing strategy that aligns sales and marketing efforts to deliver targeted advertising, as well as personalized content and messaging, to high-value accounts. It has been used by B2B marketers for well over a decade. ABM isn’t new, though. Types of account targeting. What ABM tools do.

B2B 129

B2B Pipeline Campaign Cross-sell 129

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Key Features: Workflow automation : set up who is on your team, what their role is, and hook integrations with your CRM, proposal management system, and contract management software. What is Deal Desk Software?

Legal 52

Legal Contract Cross-sell Finance 52

Hubspot

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. prospecting) while others support all aspects of B2B sales (e.g.

B2B 100

B2B Contract Sales CRM 100

Heinz Marketing

JUNE 21, 2023

By Cameron Katoozi , Marketing Consultant at Heinz Marketing Let’s face it, the B2B world can feel like a wild roller coaster ride sometimes, with market volatility throwing in twists and turns at every corner. In the B2B sphere, it’s easy to get lost in the maze of transactions, contracts, and closing deals.

B2B 105

B2B Customers Contract Service 105

Lead Fuze

JANUARY 6, 2022

Compelling storytelling is an incredibly powerful way to boost your B2B sales and leads. The Importance of B2B Storytelling. Successful B2B marketing strategies are about connecting with people on an emotional/psychological level. This trust, in turn, boosts your B2B sales and leads. Stories help you do just that.

Technique 105

Technique B2B B2C Sales 105

Anthony Cole Training

FEBRUARY 21, 2013

This is the case in any sale that requires a submission of ANY KIND of paper work for more information before a solution can be presented, accepted and/or contracted.). When does the relationship start (In most B2B sales, it starts on the phone)? Get Lucky or Do it Right? - Do you want to get lucky or do you want to do it right?

Appointment 268

Appointment Sales Up-sell Contract 268

Search Engine Land

JULY 25, 2024

But when defending our retainer or contract renewal, businesses want to know how their SEO spend will tangibly impact the bottom line. During a recession, businesses (in B2B) and consumers will react differently depending on their economic stability. That’s great. This then ties into your SEO strategy.

Campaign 108

Campaign Objectives and Key Results Price Finance 108

SaaStr

APRIL 24, 2021

A lot of our SaaS older times don’t quite know what to make with a lot of B2B startups these days, let alone some public SaaS companies. It’s just only a minority is under a contract. And almost none is under a long-term contract. Doesn’t ARR stand for Annual Recurring Revenue? Well of course it does.

Contract 144

Contract Price Contact B2B 144

Sales Hacker

JUNE 3, 2021

B2B vs B2C CRMs — let’s break it down. What I needed was a B2B CRM software that allowed me to collect information about the prospect; qualify them based on their company and role; and send follow-ups to upsell them. Now, there are many companies out there that target both B2C and B2B, like Amazon, Yelp, or OpenTable.

B2C 102

B2C CRM B2B E-commerce 102

ConversionXL

AUGUST 18, 2020

In this article, I walk you through a framework—the SEO pyramid—and how to think about keyword research for B2B SaaS businesses. The SEO Pyramid categorizes search term types for B2B SaaS businesses. The average contract value. For many B2B SaaS companies, problem terms are the biggest opportunity. Problem terms.

B2B 123

B2B Campaign Start-ups CTR 123

SaaStr

MARCH 23, 2025

When Graham joined in February of last year, Codeium had approximately 200 customers generating low single-digit millions in revenue, combining self-service and enterprise annual contracts. The 5 Key Elements of Codeium’s GTM Scaling Playbook 1.

GTM 90

GTM Territory Pipeline Growth 90

Salesforce

NOVEMBER 25, 2024

Related content 3 Ways AI Brings You Better B2B Marketing Solutions B2B Social Media Marketing: How To Build a Strategy That Works 3 Ways to Use B2B Data to Simplify Your Marketing Campaigns What is Marketing Cloud Advanced Edition? How can I get access to this new functionality in Account Engagement?

Cross-sell 64

Cross-sell Customers Territory Campaign 64

Martech

NOVEMBER 19, 2024

Ban exclusive search contracts. Separate Android from Search and Google Play (without requiring the sale of Android). Expand advertiser control and transparency. Restrict Google’s AI content usage. Between the lines. Dig deeper: Google blasts DOJ’s ‘radical’ proposed breakup plan The other side.

Cross-sell 73

Cross-sell Legal Contract Sales 73

PandaDoc

AUGUST 18, 2020

And if you run a business-to-business (B2B) company, you will probably need to conduct your pitch meetings online for the foreseeable future. In the context of a B2B pitch meeting, the CTA could take several different forms. Knowing how to conduct great pitch meetings is an essential skill for a B2B marketer or business owner.

Pitch 98

Pitch Meeting B2B Clients 98