Hubspot

JUNE 16, 2025

Pitching clients, negotiating partnerships, growing a network. 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

Objectives and Key Results 50

Objectives and Key Results Pitch Sales Follow-up 50

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. Your sales pitch for each of these prospects should highlight different features and case studies to cater to their priorities.

E-commerce 87

E-commerce Territory Pitch Sales 87

Martech

FEBRUARY 20, 2025

Marketing to a single lead in B2B is like pitching to one person in a boardroom and ignoring everyone else. The gap between martech capabilities and B2B reality We’re all excited about martech and its constant improvements that enhance our campaigns. The lead model does not reflect the reality of B2B purchases.

Objectives and Key Results 106

Objectives and Key Results B2B CRM Territory 106

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.” On LinkedIn, you can engage in thoughtful ways—commenting on their posts, liking their articles, and offering value before the pitch. In B2B sales, it often takes north of six contacts to close deals.

Closing 62

Closing B2B Sell Referrals 62

RingDNA

APRIL 11, 2025

By tracking these call outcomes in your CRM, you can view a report that gives a bird’s-eye-view of a rep’s call outcomes. If you have reps that are connecting with a lot of leads but not booking enough meetings, it’s important to drill down and listen to call recordings in order to identify ways that those reps can improve their pitch.

Quota 62

Quota Sales Pipeline Contact 62

Hubspot

NOVEMBER 22, 2024

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. But what do self-service resources look like in practice?

Lead generation 50

Lead generation B2B Sales Campaign 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. In Awareness, I don’t pitch. Why it works: I’m not pitching features. I had just joined a new company, and I wanted to prove myself. But, it didn’t convert.

SQL 54

SQL Customers Cold Call Sales 54

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. This level of expertise allows well-trained reps to pivot on the fly, tailoring their pitch to different buyer needs. Product training techniques like gamification keep teams motivated.

Product 52

Product GTM Objectives and Key Results Cross-sell 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

Highspot

JULY 7, 2025

Today’s B2B sales operations leaders—especially those at enterprises—face unprecedented challenges today that demand fresh strategies and sharper execution across their sales functions. 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

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

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. A 90-second montage with no product pitch. Case depends on evidence quality and time horizon. 25% spike in engagement.

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. It informs everything from prospecting to qualification to pitching. For example, consider a CEO with an ICP that includes B2B companies with 100 to 700 employees.

Prospecting 52

Prospecting Customers Territory E-commerce 52

RingDNA

JUNE 10, 2025

Second, you can again leverage your CRM to generate a list of existing contacts that are qualified buyers and warm them with a campaign before placing a call. Set triggers Use your CRM or CMS systems to set up triggers that can automate tasks and notifications based on the actions that leads take.

Cold Call 62

Cold Call Contact Referrals CRM 62

PandaDoc

JUNE 2, 2025

In B2B sales, the best deals are won by sales reps who can challenge assumptions, reframe conversations, and bring unexpected insights to the table. The method was developed by Matthew Dixon and Brent Adamson in The Challenger Sale and emerged from a multi-year study of thousands of B2B sales professionals.

Process 52

Process Objectives and Key Results Sales Angle 52

PandaDoc

MARCH 25, 2025

Take buying a CRM, for example. 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

Highspot

JUNE 19, 2025

It also extends into the B2B world, where go-to-market (GTM) teams—notably, sales, marketing, and customer success—must work in tandem to deliver exceptional experiences across the buyer’s journey through a thoughtful customer engagement model that builds brand loyalty. This approach doesn’t just apply to consumer brands, though.

GTM 52

GTM Customers Cross-sell Contract 52

RingDNA

MARCH 24, 2025

In B2B sales , the right sales discovery call questions are essential to a successful sale. In my experience, the worst sales reps are the ones who immediately launch into a standard product pitch and talk a mile a minute. It tells your buyer you’re here to understand—not just pitch. ” ( Forrester ​.) ” Gartner.

Technique 62

Technique B2B Sales Sports 62

SalesHood

JULY 11, 2025

61% of B2B buyers prefer to make purchases digitally Source: Gartner Today’s buyers want to engage on their own terms. With tools like AI Role Plays, reps can sharpen their skills on-demand—from pitch practice to objection handling—without waiting for a manager to review their call. But many sales motions haven’t.

Quota 52

Quota Objection handling Price Trust 52

SaaStr

JULY 15, 2025

Their AI has also handled over 139,000 conversations in its first few months, doing everything from reviewing VC pitch decks to managing speaker submissions to advising on hiring decisions. SaaStr trained their AI on 20+ million words of content and 10+ years of CRM data. ” analysis CRM : What’s your history with them?

B2B 100

B2B A/B testing Engineering CRM 100

SaaStr

MARCH 25, 2025

Hyrid and work-from-home made it the default paradigm for many in B2B sales. Slices reps dont just show up with a pitch, they spend months building relationships, understanding the customers pain points, and demonstrating how Slice can help them run their businesses better. After all, Zoom is efficient, email is scalable. The results?

Conversion 73

Conversion Territory Referrals Inside sales 73

Sales Hacker

MARCH 4, 2025

And so whenever we had, uh, a certain kind of Microsoft CRM, we knew that that was an incredible sale for us. And so these are even for B2B companies, influencers on TikTok, on Instagram, YouTube, LinkedIn. Uh, we also knew like [00:20:00] finance was an incredible sale for us, education. So we just. Is that how it Yes. Yeah, exactly.

GTM 74

GTM X-functional Start-ups Campaign 74

Sales Hacker

JUNE 24, 2025

Gaiia is an end-to-end ERP, billing, and CRM platform for independent internet service providers (ISPs), tackling a niche but high-value market with massive infrastructure needs. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution.

GTM 69

GTM Legal Contract Go To Market 69

SaaStr

JULY 23, 2025

In B2B, it’s easy to assume that virtual selling has completely taken over. Hyrid and work-from-home made it the default paradigm for many in B2B sales. Blond explained that this wasn’t just anecdotal—it was tracked rigorously in their CRM. In B2B, this might mean enterprise accounts, key renewals, or high-potential upsells.

Conversion 73

Conversion Territory Referrals Inside sales 73

Hubspot

FEBRUARY 21, 2025

For example, as a content strategist, my ICP includes B2B SaaS companies with 50-200 employees, $5M-50M in revenue, and an established blog. When I started out, I made the rookie mistake of sending the same pitch to everyone. Genuine engagement, on the other hand, builds trust and opens doors before you even pitch. Growth stage.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Sales Hacker

JULY 1, 2025

With a background in investment banking and venture capital, Austin brings a uniquely analytical and first-principles mindset to modern B2B growth. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. So I think that’s really important.

GTM 78

GTM Growth Sell X-functional 78

Salesforce

JULY 17, 2025

The B2B buying experience is no longer about email blasts, PDF pitch decks, and a one-size-fits-all follow-up from sales. But here’s the hard truth: most B2B companies are still personalizing like it’s 2012. Let’s unpack the four real reasons B2B personalization often fails — and how to avoid becoming another statistic.

B2B 52

B2B Manufacturing Cross-sell Finance 52

Sales Hacker

MAY 20, 2025

B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. But I view Rev Ops as sort of the, the folks who basically are, if you’re, if you’re a big soccer football fan, you’re building the pitch, right? Kind of not great.

GTM 103

GTM Engineering Growth X-functional 103

Martech

JULY 18, 2025

X (formerly Twitter) has changed a lot in the past couple of years, and for B2B marketers, it may not feel like the obvious place to focus. Almost 80% of them follow brands, and a majority of B2B marketers still use the platform in some form. Skip the heavy-handed sales pitch. And yes, even B2B giveaways can work.

B2B 112

B2B Sports Entertainment Niche 112

Hubspot

FEBRUARY 13, 2025

Builds Strong Customer Relationships The SPICED framework is especially effective for sales in subscription-based models, which are becoming increasingly common as more B2B companies adopt this approach. Fosters Personalized Customer Understanding SPICED is all about tossing the generic sales pitch. This can be costly.

Sales 36

Sales Trust Pipeline Pitch 36

Hubspot

APRIL 28, 2025

As a business owner, Ive been there too juggling multiple clients, pitching new writing projects, and managing endless follow-ups. In our 2024 AI in B2B Sales report, we discovered that this was the second most popular AI use case in B2B sales. For example, lets say an AI sales agent analyzes a CRM. My favorite part?

Appointment 45

Appointment Follow-up Negotiate CRM 45

Salesforce

APRIL 24, 2025

Built right into your customer relationship management (CRM) system, an AI agent acts as your personal assistant for sales, marketing, commerce, service and more. Thats why they work best when connected to your AI CRM , where all your customer interactions and sales history are stored. Whats an AI agent, again? What is an AI Agent?

Teamwork 95

Teamwork CRM Appointment Campaign 95

Sales Hacker

MARCH 18, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Jaleh Rezaei is the CEO & Co-founder of Mutiny, a company reimagining the B2B buying experience by transforming transactional relationships into meaningful connections through AI-powered personalization. All of that sits somewhere in the CRM.

GTM 64

GTM Sales Pipeline Technology 64

Highspot

MARCH 12, 2025

Top B2B companies maintain a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to generate $1 in new ARR. Winning by Design pegs top-performing B2B companies at a GTM Efficiency Factor below 100%, meaning they spend less than $1 in sales and marketing to earn $1 in annual recurring revenue (ARR).

GTM 52

GTM Go To Market Objectives and Key Results Follow-up 52

ClickFunnels

JULY 21, 2021

The post How To Create An Elevator Pitch That Works (With Examples) appeared first on ClickFunnels. That’s what an elevator pitch tries to accomplish — by systematizing the elements required for an effective sales pitch, an elevator pitch attempts to catch interest and convert in as little time as possible. High-Impact.

Pitch 246

Pitch Appointment E-commerce Real Estate 246

Sales Pop!

OCTOBER 20, 2021

With so many professionals on LinkedIn, it’s no wonder that the platform is a powerful resource for B2B marketing. Here, we’ll go over some benefits and strategies to help you automate B2B marketing and generate leads on LinkedIn. LinkedIn Lead Generation for B2B. Conclusion.

Lead generation 246

Lead generation B2B Closing Cold Call 246

Sales Pop!

JUNE 28, 2021

It’s a prospect that’s leaning your way after having heard your ‘un-sales’ pitch over a rather lengthy engagement period. Everyone else will be generally looking for client needs which are basic and quite frankly boring client requirements — inventory, communication, CRM, and financial systems to mention a few. What’s a ‘leaner’?

B2B 242

B2B Sell Strategize Clients 242