Martech

NOVEMBER 8, 2024

In B2B marketing, simply sticking to traditional channels may limit your potential. This article discusses strategies to help you better understand your audience, develop a clear and effective media plan and explore some overlooked platforms that can give your B2B marketing a fresh edge. This is a major opportunity for B2B marketers.

B2B 128

B2B Objectives and Key Results Cross-sell B2C 128

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

Martech

JUNE 19, 2025

Marketers, and B2B marketers in particular, often face criticism for focusing on vanity metrics. For B2B, this might involve tracking form submissions from social ads, website visits from social media that lead to a demo request or downloads of gated content shared on social platforms. Where to find it: CRM systems (e.g.,

CTR 87

CTR CRM Click Through Rate Lead generation 87

Martech

APRIL 2, 2025

Your target audience is B2B, likely consisting of mid-size to larger companies, with decision-makers within those organizations. A better strategy would be to create informational or thought-leadership content on a platform like LinkedIn, which is more aligned with B2B networking.

Objectives and Key Results 116

Objectives and Key Results Strategize B2C CRM 116

Closing Bigger

FEBRUARY 10, 2025

The Role of CRM and AI in Bridging Leadership and Management Technology, when used correctly, can enhance both sales management and leadership. CRMs provide structure, consistency, and visibility into key performance metrics, helping managers keep the team accountable. Proactive leaders: Build a talent pipeline before they need it.

Objectives and Key Results 85

Objectives and Key Results CRM Sales Strategize 85

Hubspot

MARCH 13, 2025

Its relatively straightforward to do simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. On top of that, B2B buyers are wary of sellers trying to influence their decisions.

Meeting 66

Meeting Pipeline Quota Sales 66

Martech

OCTOBER 24, 2024

For example, ExactBuyer and Upscale support outbound engagements with cold, warm and hot leads with relevant B2B messaging. takes it further by finding prospects and drafting compelling messages based on pipeline insights and earlier engagements. uses genAI and machine learning to analyze intent data and tailor outreach to prospects.

Niche 128

Niche Pipeline Prospecting Growth 128

SaaStr

JULY 1, 2025

The latest AI B2B to go through hyper-growth. Administrative quicksand: CRM updates: 14% of time Email follow-ups: 18% of time Scheduling coordination: 12% of time Proposal/contract admin: 16% of time Internal meetings/reporting: 12% of time The Performance Gap : Most AEs are terrible at the non-selling stuff—and they know it.

Territory 86

Territory CRM Negotiate Relationship building 86

Hubspot

SEPTEMBER 9, 2024

After leads have been categorized, the process then involves creating and using these lists for lead management , and tracking to ensure they move efficiently through the sales pipeline. If you need more convincing, here are five advantages to creating and maintaining a B2B lead list: 1.

Territory 83

Territory Cold Call SQL Campaign 83

SaaStr

JULY 8, 2025

The Trend Continues: Almost 90% of B2B IPOs Have Their Founders Still as CEO Why founder leadership through public markets remains the overwhelming norm in enterprise software The data is unequivocal: when B2B software companies go public, they almost always keep their founders as CEO.

B2B 73

B2B Government Pipeline Retail 73

RingDNA

APRIL 11, 2025

But beyond merely revealing insight into reps’ performance, tracking the right sales KPIs is critical to assessing they overall health of your sales pipeline. And a lot of companies are finding it harder to build pipeline than ever before. But in B2B sales it can take six, eight or even more contact attempts to secure a meeting.

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.” Here are some ways that top salespeople can use LinkedIn to add to their pipeline. Be visible, relevant, and build relationships before they ever land in your pipeline. Source: Gartner ​.

Closing 62

Closing B2B Sell Referrals 62

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. This funnel can only be analyzed through market researchit won’t show up in your CRM.

Pipeline 80

Pipeline B2B Territory Quota 80

Martech

JUNE 9, 2025

In B2B, complex buying decisions are rarely made on impulse. For example, you don’t replace your CRM very often. B2B marketing strategies focused on only short-term demand capture programs sacrifice priming the 95% of the market for future buying situations. Most B2B marketing programs start too late. Email: See terms.

B2B 64

B2B Objectives and Key Results Campaign Clients 64

Highspot

JUNE 23, 2025

But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year. With seller activity, buyer engagement, training progress, and CRM data in one place, you get a complete view of sales performance. That’s because identifying the right growth levers is only half the equation.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

Adaptive Business Services

JUNE 25, 2025

Can a CRM help? 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. Nimble features both workflows and pipelines. Both workflows and pipelines can also alert you to when something appears to be “stuck”, past due, in their existing stage.

Process 71

Process CRM Represent Sales 71

Hubspot

NOVEMBER 22, 2024

You need a healthy pipeline of leads to meet those targets. 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 50

Lead generation B2B Sales Campaign 50

Martech

JULY 16, 2024

Ideally, a lead score should rank prospects’ readiness to buy and assign an expected monetary value (EV) to the prospect pipeline based on the products of interest, engagement levels and purchase probability. These metrics are critical inputs for the most important MOFU metric of all: lead scores.

Finance 126

Finance Non-Profits Click Through Rate Strategize 126

Hubspot

JUNE 16, 2025

This is especially true in complex B2B sales like SaaS, ABM, and enterprise software. That being said, Wickett notes that industry knowledge can make a huge difference for more complex B2B SaaS solutions in industries like cybersecurity or enterprise software. “We Incorporate critical CRM and sales technology proficiencies.

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

Hubspot

JULY 23, 2025

I mapped out buyer personas, stacked automation tools, drafted clever messaging sequences, and organized a color-coded CRM that looked like a sales manager’s dream. My pipeline felt bloated with names that had no business being there. It brings clarity, reduces wasted effort, and creates real movement in the pipeline.

SQL 50

SQL Customers Cold Call Sales 50

Hubspot

JULY 22, 2025

AI agents for sales are task-specific tools trained to perform actions a rep would normally handle manually like sourcing leads, writing follow-ups, updating CRM fields, or summarizing calls. On top of that, Gong updates the CRM for you, detects coaching gaps, and even predicts revenue outcomes using hundreds of behavioral signals.

Objectives and Key Results 59

Objectives and Key Results Price Follow-up CRM 59

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

RingDNA

JUNE 6, 2025

You had your CRM for data capture, a sales engagement tool for outreach, and a dashboard for reporting. It’s an orchestration layer that listens across channels (calls, emails, calendars, and CRM activity), learns from patterns (using AI and coaching data), and activates the next best action for reps, all within their workflow.

CRM 62

CRM B2B Follow-up Strategize 62

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. A good Customer Relationship Management (CRM) tool is crucial here.

E-commerce 87

E-commerce Territory Pitch Sales 87

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. MEDDIC is no exception.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 52

Salesforce

JUNE 17, 2025

Say hello to smarter enablement with tailored coaching from Agentforce Sales Coach, now available on any deal type in your CRM. And for all you scale-ready sales leaders: Easily expand your partner ecosystem with Partner Cloud’s centralized management of enablement, pipelines, and comp planning.

Sell 83

Sell Territory E-commerce Sales 83

Heinz Marketing

MARCH 6, 2025

For CMOs and CROs, AI BDRs could present new opportunities to scale pipeline generationbut theres still a lot to figure out. Is your CRM and prospect data clean and well-structured? We have lots of other articles about AI and its impact on B2B sales and marketing on our blog. Are companies using robots to replace human reps?

Gaming 52

Gaming Cold Call Sales Follow-up 52

Highspot

JULY 7, 2025

Sales cycle length, pipeline velocity, win rate, and deal size all improve when GTM teams work together on executing account-based sales and marketing campaigns. 67% of B2B organizations said their account-based approaches led to stronger sales and marketing alignment. Did you know?

Sell 52

Sell GTM Objectives and Key Results Cross-sell 52

SaaStr

JUNE 6, 2025

Why buy a traditional CRM when AI-native alternatives might emerge? Many B2B and SaaS leaders continue to rely on price increases and upsells for more and more of their growth. Sales teams need to adjust forecasting models and pipeline management accordingly. Even market leaders like HubSpot have seen NRR fall from 110% to 110%.

Territory 102

Territory Growth Price Contract 102

Martech

JUNE 18, 2025

Dig deeper: Balancing the human-to-AI mix in B2B marketing AI can accelerate, but strategy sets the direction AI can supercharge execution. With Einstein GPT, they brought generative AI into CRM workflows. Marketing teams using it report saving 11 hours per week and increasing productivity by 44%.

GTM 103

GTM Strategize Trust B2B 103

Heinz Marketing

MAY 15, 2025

By Win Dean-Salyards , Senior Marketing Consultant at Heinz Marketing In B2B marketing, precision matters. Knowing who you’re selling toand how they make buying decisionsis key to building effective campaigns, aligning sales and marketing, and accelerating pipeline. Buyer Personas What is a B2B buyer persona?

Drivers/motivators 84

Drivers/motivators B2C Cross-sell B2B 84

Heinz Marketing

JULY 18, 2025

In this blog, we’ve compiled the most frequently asked questions we hear from B2B marketers when getting to know Heinz Marketing. Established in 2008, Heinz Marketing is B2B marketing agency that brings a full funnel approach to help clients drive measurable results that bolsters revenue impact and boosts sales pipeline.

GTM 54

GTM Healthcare Pipeline Manufacturing 54

Partners in Excellence

JANUARY 16, 2025

We have marketing, CRM, and other tools that prompt us to reach out to a customer, giving us a lot of background about why, giving us recommendations about what we might talk about. We have those meetings scheduled every week, pipeline reviews, deal reviews, account reviews one on ones, and others. This is not coaching.

Objectives and Key Results 119

Objectives and Key Results Objection handling GTM Pipeline 119

RingDNA

MARCH 18, 2025

B2B deals can be complicated, multistep interactions, and conversation intelligence integrates with other communication sources (such as texting and video calls) to give you the full picture. Better decision-making, increased productivity, and a more predictable sales pipeline. Align to the sales motion. The result?

Conversion 62

Conversion Objectives and Key Results Sales CRM 62

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

Martech

JULY 17, 2025

Time lag in action: B2B vs. B2C B2B: LinkedIn’s ABM strategy In 2019, LinkedIn launched a multi-year account-based marketing (ABM) program targeting senior HR, sales and marketing decision-makers. Case depends on evidence quality and time horizon. Case depends on evidence quality and time horizon.

GTM 56

GTM B2C Finance Government 56

Salesforce

DECEMBER 17, 2024

ICPs are most commonly used in business-to-business (B2B) sales to focus a company’s sales activities on leads most likely to close. For example, consider a CEO with an ICP that includes B2B companies with 100 to 700 employees. Learn more What is an ideal customer profile (ICP)? The more detailed, the better.

Prospecting 52

Prospecting Customers Territory E-commerce 52