Salesforce

SEPTEMBER 10, 2024

Over the years, you’ve put a lot of money into your customer service centers. You’ve upgraded technology, upskilled your agents, and invested in 24/7 self-service options. But here’s the thing: Cutting costs can’t come at the expense of customer service. Customer service and profitability go hand in hand.

Service

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. For instance, if you’re selling software that makes it easier for banks to underwrite mortgages, content that tells banks how your product can ultimately benefit first-time home buyers is golden.

CTR

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. What are they discussing?

B2B

Heinz Marketing

JUNE 26, 2025

This post breaks down how leading revenue teams are cutting through the noise—triaging signals, mapping expansion paths, and building cross-functional systems to act. And across marketing, sales, and customer success, teams are flying blind without a clear view of what buyers and customers are actually signaling.

GTM

Martech

SEPTEMBER 24, 2024

Gainsight is likely to be of more interest in the B2B space while ChannelEngine offers opportunities for ecommerce businesses. Online marketplace and sales channel integrator Gainsight will integrate with SAP Order Management Services (SAP OMS) and SAP Commerce Cloud. The announcements coincided with SAP CX Live, an online event.

Cross-sell

Martech

NOVEMBER 19, 2024

Key proposals : Force Google to sell Chrome browser. The proposed remedies target Google’s ability to cross-promote its products and services, which officials argue has stifled competition. Separate Android from Search and Google Play (without requiring the sale of Android). Expand advertiser control and transparency.

Cross-sell

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

Salesforce

NOVEMBER 25, 2024

This included Agentforce Campaigns , sending multichannel journeys with email and SMS, and advanced personalization features like Cross-Object Merge fields. Customers must have Sales Cloud or Service Cloud Enterprise Edition or higher to access this. Agentforce, Cross-Object Merge Fields, and SMS require Data Cloud as a prerequisite.

Cross-sell

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

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.” If you live for weekend trout fishing trips you might slip it in there, but not at the expense of describing the products or services you are selling. Source: Gartner ​.

Closing

PandaDoc

OCTOBER 15, 2024

These are primarily used in B2B and SaaS companies to help manage complex sales processes, papers, and status updates. Sales within B2B can be complex and challenging. Professional services : consulting firms and other large, complex professional services with many moving parts in the contract process.

Legal

Salesforce

JUNE 17, 2025

Onboard fast, sell faster See how Sales Cloud speeds up the sales cycle with data and AI, making you more efficient at every step. Sales Selected 360 Highlights Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. This is just the tip of the productivity iceberg.

Sell

Hubspot

JANUARY 14, 2025

The Importance of Sales Champions in B2B Sales What Do Sales Champions Do For Your Sales Deal? Theyre someone who takes initiative, inspires their fellow salespeople, and drives revenue growth through an innovative approach to prospecting and selling. Lets get it cracking. Table of Contents: What is a sales champion?

Negotiate

Highspot

JUNE 19, 2025

Key takeaways Highly engaged customers tend to stay loyal to companies, spend more on their products and services, and become brand advocates. Uncover new upsell and cross-sell opportunities Staying engaged with customers as their business evolves helps you understand their changing needs.

GTM

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Complex sales typically involve high-value products or services, which are often highly customizable. Product demos, proof of concept (POC), or pilot programs can be helpful to show customers exactly what your product or service can do for them.

Objectives and Key Results

Highspot

OCTOBER 14, 2024

B2B companies must make fast, smart decisions to drive revenue growth and scalability. The Importance of a Revenue Operations Strategy Today’s customers expect every interaction with B2B businesses, especially SaaS companies, to flow smoothly from one step to the next.

Teamwork

Hubspot

FEBRUARY 24, 2025

Five years into my B2B marketing career, I noticed a pattern: The clients who said yes were the ones whom I understood not just their stated needs but their underlying motivations through conceptual selling. Table of Contents What is conceptual selling? While traditional selling asks, What do you need? Heres how it works.

Sell

Martech

JANUARY 14, 2025

Once marketers hit the limit of return on ad spend in these channels, though, leveraging cookies (or even other identifiers) to measure their programmatic, cross-site advertising will be a challenge. Were only beginning to uncover the possibilities of AI-as-a-Service in advertising. Processing.

Negotiate

Salesforce

FEBRUARY 3, 2025

You’re not selling tools or closing contracts; you’re offering solutions and building partnerships. Account A business, customer, lead, or prospect a company engages with to sell products or services to. You don’t push the cheapest option; you position what’s cost-effective.

Objectives and Key Results

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. In service of what you’re after.

GTM

Salesforce

FEBRUARY 21, 2025

To get an edge during this boom and win the fiber broadband market, you need a technology foundation that lets you address all subscriber lifecycle needs with personalized experiences and stellar service. Service providers need sophisticated data and analytics to decide where to build. Learn how to upgrade your platform for fiber.

Contract

Hubspot

FEBRUARY 21, 2025

Desperate for a solution, I turned to target account selling a method Ive since refined into a system thats helped me land six SaaS clients in under four months. Table of Contents What is target account selling? How does target account selling work? What is target account selling? How does target account selling work?

Clients

Salesforce

JUNE 30, 2025

Whether you’re selling products or services, online stores give you reach. A storefront builder is a tool or platform that allows users to create and manage an online store that functions as a digital storefront to sell products or services online. What is a storefront builder template?

Cross-sell

Sales Hacker

JUNE 17, 2025

He’s now an investor, advisor, and board member to iconic B2B SaaS companies, and one of the most respected voices in GTM for vertical SaaS. GTM Fund is an early stage B2B SaaS venture firm, and GTMnow is its media brand. So you know, Procore, we started selling to the general contractor. For new listeners, quick refresher.

GTM

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

Salesforce

APRIL 4, 2025

We are at a point where we need to rethink automation, not just as a sub-category of tools focused on B2B sales, but as the real payoff of agentic AI. This often means lots of cross-functional collaboration. We all know that selling more to existing customers is one of the keys to profitability and ROI. Get that second purchase.

Objectives and Key Results

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. Instead, show your product or service in action. LinkedIn usually gets that attention.

B2B

Heinz Marketing

JUNE 19, 2025

The problem is that since PMing is an investment that doesn’t directly produce revenue, it can be a tough sell. If you are a 25+ person team with multiple cross-functional groups, for example. That is usually because folks aren’t accustomed to seeing PMs in marketing teams. I am here to talk to you about your orchestration.

Objectives and Key Results

Sales Hacker

FEBRUARY 24, 2025

B2B and high-ticket B2C buyers are watching product deep-dives, expert interviews, and tutorials to guide their buying decisions. Learn from companies winning at YouTube On a list of 12 lessons from the VP of Marketing at Owner, Davids top lesson is that YouTube is ridiculously untapped for B2B. Long-form = higher intent.

B2B

Sales Hacker

FEBRUARY 4, 2025

18:13 The role of cross-functional communication. And we’ve had conversations in the past where it’s like, you’ve got to build division, you’ve got to sell division, and then you’ve got to scale division. I say it’s customer service. 26:59 The commoditization of funding. Hey everyone.

GTM

Martech

DECEMBER 26, 2024

There won’t be a clear winner when it comes to where or how people shop sales will be spread across physical retail, online stores, marketplaces and social media platforms, predicts Katie Moro, global director of managed services at commerce experience platform Productsup. Real-time translation will help reach global audiences.

Customers

SaaStr

JUNE 25, 2025

Key Takeaways for B2B Leaders Rubrik’s journey from startup to $1B+ ARR platform offers several counterintuitive lessons for SaaS leaders: 1. Customer Success at Scale: The Transparency Advantage Achieving an 80 NPS score while scaling to $1B+ ARR seems almost impossible.

Legal

SaaStr

AUGUST 5, 2025

around the same period This synchronized selling wasn’t coincidental. Both stocks hit their respective 52-week lows within days of each other: Klaviyo : Bottomed at $21.26 on June 21, 2024 Shopify : Reached its 52-week low of $48.56

E-commerce

SaaStr

JUNE 8, 2025

So Rory from Scale, Harry from 20VC and me were back this week on another deep dive on just what’s happening in B2B today: The latest mega raise from Thoma Bravo If OpenAI is eating B2B The MCP threat to SaaS When to Hold and When to Fold as a VC and much more! Skip that part if you want. But the parts after were good.

B2B

Martech

OCTOBER 25, 2024

For marketers to succeed with their customer marketing efforts, it’s essential to understand which customers are happy, which are at risk of churn and which present cross-sell and upsell opportunities. Your customer data is full of clues to help you understand which customers fit into each of these buckets.

Customers

SaaStr

MAY 20, 2025

Keys to HubSpot’s Success: The “Hub” Strategy : HubSpot mastered the land-and-expand model, starting with Marketing Hub and strategically expanding to Sales Hub, Service Hub, CMS Hub, Operations Hub, Commerce Hub, and Content Hub. Lessons for Growing B2B Companies What can other B2B companies learn from these successes?

Customers

SaaStr

JUNE 23, 2025

months is reshaping how software gets built TL;DR: The New Dev Platform Reality In June 2025, Replit CEO Amjad Masad dropped a bombshell on X: his company had crossed $100M ARR, up from just $10M at the end of 2024. That’s 10x growth in less than 18 months—making Replit one of the fastest B2B scale stories in recent history.

X-functional