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

MARCH 7, 2025

By Carly Bauer , Marketing Consultant at Heinz Marketing A well-structured demand generation strategy is the backbone of consistent pipeline growth. out of 5), according to Heinz Marketings recent Predictable Pipeline Benchmarking analysis. Leverage closed-loop analytics to understand the full customer journey from ad to conversion.

Pipeline 94

Pipeline Growth A/B testing Campaign 94

SaaStr

JUNE 24, 2025

We’re living through the biggest transformation in B2B sales since the birth of SaaS itself. The latest from 2025 survey data by ICONIQ from 205 GTM executives across leading B2B SaaS companies The data tells a stark story. vs $8.7K), and dramatically leaner operations.

GTM 73

GTM B2B SQL Quota 73

Martech

MARCH 3, 2025

For decades, the marketing qualified lead (MQL) has been the centerpiece of B2B go-to-market (GTM) strategies. By reframing this shift as a necessary response to AI, financial scrutiny and fiduciary responsibility, GTM teams can move beyond vanity metrics and establish themselves as leaders in the next era of B2B growth.

B2B 123

B2B GTM Drivers/motivators Legal 123

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 62

B2B Pipeline Campaign Sales 62

Search Engine Land

JULY 15, 2024

Like other GMLs in recent years, this one was short on B2B-focused updates and pointed toward more Google control and less for advertisers. Overall, B2B advertisers need to be able to use exact match without super-high costs to build effective campaigns because Google simply isn’t good at understanding the intent of B2B searches.

B2B 76

B2B Campaign Trust Represent 76

Heinz Marketing

MAY 13, 2025

This is a challenging spot for many B2B leaders and contributors. Your metrics need to have a through-line to impact (pipeline and revenue). However, with a solid data model showing volume and conversion metrics across the buyer and customer journeys, you can tie marketing efforts to shifts and changes in those numbers.

B2B 97

B2B GTM CRM Pipeline 97

Veloxy

JANUARY 7, 2025

This way, you willbe able to rock your conversion rates by softly moving your prospects through all stages. 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.

Objectives and Key Results 130

Objectives and Key Results Negotiate CRM Sales 130

Partners in Excellence

JULY 2, 2025

What if we rethought our conversations–with our customers, with our own people? What if we thought, about why the best conversations don’t start with answers? What if we started with an idea, a theory, and engaged our customers in a collaborative conversation to explore, discover these ideas?

Pipeline 124

Pipeline Conversion Start-ups Gaming 124

Highspot

JULY 3, 2025

Key takeaways Constant communication and collaboration among sales, marketing, and enablement is the foundation of any successful B2B sales enablement strategy today. Ongoing sales rep training and coaching and analysis and adjustment of content provided to and plays executed by sellers lead to B2B sales improvements.

B2B 52

B2B GTM Objectives and Key Results Sales 52

SaaStr

OCTOBER 25, 2024

That elongated sales cycle created pipeline supply shocks. The GTM survey shows a 10% increase in sales-qualified conversions and a 40% increase in sales-qualified conversions for the top third of these businesses. There’s no change in the ultimate conversion rate as a function of using AI or not. ‘ Great!

Go To Market 131

Go To Market Quota GTM Price 131

Martech

JUNE 9, 2025

In B2B, complex buying decisions are rarely made on impulse. B2B marketing strategies focused on only short-term demand capture programs sacrifice priming the 95% of the market for future buying situations. If not, they won’t invite you into the buying conversation. Most B2B marketing programs start too late.

B2B 62

B2B Objectives and Key Results Campaign Clients 62

ClickFunnels

JUNE 10, 2025

Whether you’re selling to other businesses (B2B) or directly to customers (B2C), think about your business’s unique needs when picking the best software. Funnel-building sales software automates the process of turning potential customers into paying ones, making the journey through your sales pipeline smoother and more efficient.

A/B testing 130

A/B testing B2C Campaign Lead generation 130

Heinz Marketing

APRIL 2, 2025

By Lisa Heay , Vice President of Business Operations at Heinz Marketing Your pipeline shouldnt feel like a rollercoasterthrilling one month, terrifying the next. Speed to Lead When the panel was asked what are the biggest pipeline killers in their minds, Maura explained that 78% of buyers go with the vendor that responds to them first.

Pipeline 54

Pipeline GTM B2B Follow-up 54

Veloxy

FEBRUARY 12, 2025

I built Veloxy to work alongside platforms like this, and I’ve watched Outreach help sales teams build qualified pipelines that turn into actual revenue. Gong - Conversation Intelligence My years of working with sales productivity tools have shown that Gong stands out because of its exceptional conversation intelligence capabilities.

Product 130

Product CRM Price Objectives and Key Results 130

Sales Pop!

SEPTEMBER 2, 2023

Amidst the hustle and bustle, the realm of B2B sales stands as a linchpin. In a thought-provoking conversation, I had the privilege of engaging with Lisa J. Smith , the astute CEO and Founder of SmithCo —a sales consulting firm dedicated to empowering modern mid-size B2B businesses. The conversation with Lisa J.

B2B 162

B2B Consult Sales Follow-up 162

Martech

JUNE 26, 2025

Why generic outreach fails in enterprise GTM According to the 2024 LinkedIn-Edelman B2B Thought Leadership Impact Report : 71% of decision-makers say that poorly targeted sales outreach can damage their perception of a brand. The appeal for sales is obvious: fast, automated outreach that feeds near-term pipeline. subsidiary.

GTM 104

GTM Strategize Pipeline Engineering 104

Sales Hacker

OCTOBER 11, 2024

The Sales Leadership Framework Behind Multiple $100MM ARR Orgs Whether on the podcast, a one-to-one conversation, in GTMfund’s Slack, in a digital live event… the same pattern surfaces: the best leaders develop and leverage systems. This could be ACV for one rep, close rate for another, or pipeline volume for the team as a whole.

GTM 113

GTM X-functional Pipeline Construction 113

Sales Pop!

OCTOBER 14, 2023

Mastering the Art of B2B Sales: A Conversation with Greg Nutter In the realm of B2B selling, the journey to success is often fraught with pitfalls. In B2B sales, successful planning extends across four critical areas: prospecting, call planning, opportunity planning, and pipeline planning.

B2B 162

B2B Sell Management Consulting Pipeline 162

Martech

JUNE 19, 2025

Marketers, and B2B marketers in particular, often face criticism for focusing on vanity metrics. 1: Website traffic (total page views/visitors) Why it’s weak: More traffic sounds good, but it doesn’t tell you if the visitors are the right people, engaged or moving toward a conversion. Vanity metric No. Vanity metric No.

CTR 84

CTR CRM Click Through Rate Lead generation 84

Martech

OCTOBER 24, 2024

Personalization, powered by genAI, allows marketers to create tailored interactions that increase conversions, customer loyalty and revenue. For example, ExactBuyer and Upscale support outbound engagements with cold, warm and hot leads with relevant B2B messaging. Compelling.ai Effectiveness benefits include: Personalization.

Niche 126

Niche Pipeline Growth Prospecting 126

RingDNA

MARCH 18, 2025

Conversation intelligence is the future of smarter selling—helping you close more deals, coach more effectively, and drive continuous improvement. Our conversation intelligence platform empowers sales teams to sell with confidence, turning every interaction into actionable insights. What is conversation intelligence?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

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

Partners in Excellence

JANUARY 16, 2025

In selling, there is no end to the tools that claim to provide coaching, performance reporting tools, conversational intelligence, role play tools, social selling, prospecting/customer engagement, negotiation, objection handling, closing, time management. We have very rich conversational intelligence tools. This is not coaching.

Objectives and Key Results 124

Objectives and Key Results Objection handling GTM Pipeline 124

Highspot

JUNE 23, 2025

But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline. This real-time support helps your reps confidently respond and keep the conversation focused on value.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Heinz Marketing

NOVEMBER 9, 2021

In partnership with Drift , we surveyed over 500 B2B professionals to understand how the B2B customer experience has transformed over the past year. Spurred by the events in 2020, buyer and seller conversations moved almost exclusively online. Overall frustration with B2B experiences is on the rise. 2021 Key Findings.

Conversion 120

Conversion B2B User Experience Pipeline 120

Heinz Marketing

JUNE 7, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. We talk to some of the best leaders in B2B sales and marketing every day.

Pipeline 129

Pipeline B2B Sales Cross-sell 129

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.” Here are some ways that top salespeople can use LinkedIn to add to their pipeline. That type of authenticity builds trust with leads before you even start the conversation. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

Martech

FEBRUARY 27, 2025

Building efficiency in a B2B sales funnel is no small task. Data-driven automated email nurturing can help B2B organizations engage with leads, creating a streamlined, scalable way to guide prospects through the sales funnel. The good news? What is automated email nurturing?

B2B 89

B2B Click Through Rate CRM Sales 89

RingDNA

JULY 2, 2025

It’s ideal for both B2B and B2C sales professionals aiming to sharpen their sales instincts and improve quota attainment. Delivered through Salesforce’s Trailhead platform, this five-day course gives professionals hands-on experience in sales workflow automation and pipeline management. Duration: ~3 hours (self-paced) Cost: Free 7.

Retail 62

Retail Technical Sales Consult CRM 62

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. When personalization doesn’t connect to conversation history, you sound robotic. Start measuring outcome metrics (pipeline quality, deal velocity, win rate). They’ve rocketed to $6m ARR in just a few months. Let AI handle the activities.

Territory 83

Territory CRM Negotiate Relationship building 83

Heinz Marketing

DECEMBER 14, 2020

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m. The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. And actually pretend like we’re actually in a room having a conversation.

Pipeline 133

Pipeline Sales B2B Education 133

Heinz Marketing

SEPTEMBER 13, 2021

If you’re not already subscribed to Sales Pipeline Radio , or listening live every Thursday at 11:30 a.m The show is less than 30 minutes, fast-paced and full of actionable advice, best practices and more for B2B sales & marketing professionals. Matt: Just sales in general, pipeline. You can even ask Alexa!

Pipeline 121

Pipeline Sales Technology Technology 121

Heinz Marketing

JUNE 26, 2025

But too many teams are still focused on vanity engagement metrics that don’t translate to pipeline. But that’s how you burn out your SDRs and tank your conversion rates. Don’t Just Measure Backward: Use Forward-Looking Metrics Pipeline acceleration and customer growth depend on early indicators, not just closed-won data.

GTM 92

GTM Cross-sell Referrals Pipeline 92

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 76

Pipeline B2B Territory Quota 76

Tibor Shanto

JULY 7, 2021

No doubt we all want greater quality prospects, than just more things in the pipeline. This may also explain why nearly half of B2B sellers fail to deliver quota. (And It is not unusual for a rep to proudly share their conversion numbers, only to discover why they are missing quota.

Objectives and Key Results 301

Objectives and Key Results Quota Gaming Commission 301

Heinz Marketing

JANUARY 13, 2022

If you missed my LinkedIn series last month , here’s a recap of all twelve B2B marketing trends, investments and focus areas I expect to see from CMOs and teams in the new year. . Moving from a volume-based approach to a pipeline-based approach is going to change people’s jobs. By Matt Heinz , President of Heinz Marketing.

B2B 137

B2B Objectives and Key Results Campaign Cross-sell 137