Martech

JULY 25, 2024

In B2B demand generation , buyer groups have become more important than individual buyers. Buyer groups include all key stakeholders in B2B purchase decisions, including people from roles you may not be actively targeting who nonetheless have a say in the final decision (examples here often include legal, IT, and/or compliance).

B2B

Martech

AUGUST 4, 2025

It’s increasingly infiltrating B2B—primarily through fake leads. With high demand for qualified prospects and lead generation a top mandate for most B2B marketing teams, the opportunity for abuse is significant. For B2B marketers, the risk is highest when offering gated content or incentives.

B2B

SaaStr

DECEMBER 28, 2024

Dear SaaStr: How Much Does a Typical B2B SaaS Company Spend on Digital Marketing per Year? This is cheap and while it’s more a “second touch” than new lead generation, it almost always works at least a little bit. But paid social for SaaS is generally poor and limited. Facebook Ads for most B2B?

B2B

Hubspot

NOVEMBER 22, 2024

That‘s why I’ve contacted some sales pros and AI experts to learn how they or their clients use AI for sales lead generation. 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. Find prospects by extracting review data.

Lead generation

Martech

JUNE 11, 2025

B2B marketers are under pressure to deliver pipeline, but the old playbook of MQL chasing, generic content and paid ads isn’t cutting it anymore. The limits of MQLs in an AI-first world Traditional, MQL-focused lead generation isn’t doing well. Too much B2B marketing is diluted, repurposed offers.

Pipeline

Martech

FEBRUARY 11, 2025

Generative AI is transforming how B2B buyers research and make purchasing decisions. Up to 90% of B2B buyers already use generative AI tools , according to Forrester. This innovation benefits B2B buyers navigating complex journeys. This self-guided journey makes generative AI tools even more invaluable.

B2B

Martech

NOVEMBER 13, 2024

The merger of DemandScience and Terminus, announced on Tuesday, is the latest act of consolidation in the B2B media and lead generation landscape and emphasizes, once again, the importance of data to identifying and engaging B2B buyers. Why we care: B2B marketing is an interesting place right now. Processing.

B2B

Search Engine Land

AUGUST 5, 2024

At SMX Advanced, PPC experts Sarah Stemen and Christine Zirnheld , senior digital marketing manager at Cypress North, shared their top actionable recommendations to help you create better-targeted ads, manage ad spend effectively and run more successful ecommerce and B2B campaigns. Here are 10 key takeaways from their session.

Campaign

Martech

OCTOBER 22, 2024

If you’re concerned about the effectiveness of your lead generation strategy, you’re not alone. As we approach 2025, B2B marketers increasingly adopt data-driven strategies to refine their lead management processes and ensure they deliver sales-ready leads optimally.

Cross-sell

Martech

FEBRUARY 7, 2025

Choosing the right paid media channels is key to B2B advertising success. Google Search Google is an effective way to reach B2B decision-makers when they are actively searching. Make sure to: Use keyword lists wisely Add negative keywords like home or residential to filter out non-B2B searches. The key is strategic targeting.

B2B

SaaStr

AUGUST 8, 2025

Dear SaaStr: I’m Joining a B2B Startup at $3m ARR as VP of Sales. Marketing : Is there a predictable lead generation engine? How many MQLs are being generated monthly, and how many convert to SQLs. What Should I Do First? Stepping into the VP Sales role at a company with $3M ARR is a pivotal moment.

B2B

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. The message is clear: The Age of AI isn’t coming—it’s here.

GTM

Veloxy

JANUARY 7, 2025

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. Begin by charting the steps your sales team takes from the lead generation stage to the close.

Objectives and Key Results

SaaStr

JULY 4, 2025

Overall, public B2B companies are struggling, with growth falling to new lows. Try ripping out ServiceTitan when it’s running your entire HVAC business – from lead generation to invoicing to payroll. But that’s overall. The ones selling outside of tech? Many are doing pretty, pretty, well.

E-commerce

Highspot

JULY 13, 2025

There’s a sales approach that is helping many B2B reps boost their sales productivity, gain new sales skills, and develop genuine connections and nurture relationships with the right prospects: social selling—a proven, virtual-selling technique employed by many leading sales teams. The good news?

B2B

Martech

JUNE 19, 2025

Marketers, and B2B marketers in particular, often face criticism for focusing on vanity metrics. Suggested replacement metric: Social media leads and conversions Why they’re stronger: This metric focuses on how many leads or actual customers your social media efforts generate. Not all leads are created equal.

CTR

Martech

AUGUST 29, 2024

Avoid being overly salesy or treating people like another number in your lead generation efforts. Dig deeper: Beyond attendance: Unlocking B2B growth with event-led strategies 3. Seal the deal with smart post-conference follow-up The work doesn’t end when the conference does; it’s just beginning.

CRM

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. The funnel marketing software you choose can make all the difference in turning visitors into customers.

A/B testing

Martech

JANUARY 7, 2025

Data analytics and reporting: Utilize data analytics tools to track and measure event performance metrics, such as attendee engagement, lead generation, and ROI, providing actionable insights for future events. Lead generation: Count the number of new leads collected during the event. Processing.

B2B

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

Martech

MARCH 18, 2025

By 2028, traditional B2B marketing and sales tactics from demand generation to outbound prospecting will be nearly unrecognizable or extinct. Now is not the time to ignore what’s happening or reject clear trends and what they are leading us to. The time to adapt is now. What replaces it?

GTM

Search Engine Land

SEPTEMBER 17, 2024

Lead generation : Attract potential customers and grow your audience. LinkedIn : Professional content for B2B audiences. It’s likely you are trying to achieve one of the following: Brand awareness : Increase visibility and recognition of your brand. Engagement : Boost likes, comments, shares and overall interaction.

Objectives and Key Results

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.” In B2B sales, it often takes north of six contacts to close deals. But the best B2B sales reps understand the power of continuing relationships with clients even after a deal closes.

Closing

Heinz Marketing

SEPTEMBER 17, 2024

However, many B2B companies grapple with the decision of whether to manage marketing efforts in-house or collaborate with an external marketing agency. Market saturation, outdated marketing strategies, or ineffective lead generation tactics are common culprits.

Objectives and Key Results

Hubspot

OCTOBER 16, 2024

They could charge per lead. Some companies prefer to charge based on the number of qualified leads generated. This cost could vary depending on how many leads are secured. You could also suggest setting a price based on the amount of leads you’d like to see secured by the outsourced company. 50 and $3.00

Cold Call

RingDNA

APRIL 11, 2025

Follow-Up Rate Key Question it Answers: How often are reps following up with leads? What it Measures: The percentage of leads with calls or emails logged against them. But in B2B sales it can take six, eight or even more contact attempts to secure a meeting. Value: Leads by campaign is traditionally a marketing metric.

Quota

Heinz Marketing

AUGUST 5, 2025

By Maria Geokezas Opens a new window Chief Operating Officer at Heinz Marketing In today’s B2B landscape, the most overlooked revenue engine is hiding in plain sight: your existing customers. According to Forrester, 73% of B2B revenue now comes from current customers , not net-new business.

B2B

Hubspot

MARCH 13, 2025

On top of that, B2B buyers are wary of sellers trying to influence their decisions. In my mind, the most important thing competent B2B sellers bring is an understanding of enterprise-wide benefits that can be realized through the use of their offerings. Few executives have the time or desire to go into details about products.

Meeting

Veloxy

FEBRUARY 12, 2025

ZoomInfo - Sales Intelligence My evaluation of sales productivity tools for Veloxy led me to discover ZoomInfo as an outstanding B2B intelligence source. Image Source - ZoomInfo ZoomInfo Data Features The platform stands out with its industry-leading B2B database. to USD 165.00 transforms how sales teams prospect.

Product

Salesforce

DECEMBER 2, 2024

Most B2B marketers have used account-based marketing (ABM) for years. Marketing and sales alignment is a big key to engaging accounts and closing B2B deals. Related content 3 Ways AI Brings You Better B2B Marketing Solutions 3 Ways to Use B2B Data to Simplify Your Marketing Campaigns Chatbots vs. AI Agents: What’s the Difference?

Closing

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. 42% say they are less likely to consider a vendor after receiving irrelevant or overly aggressive outreach.

GTM

SaaStr

MAY 3, 2025

Maybe hire 1-2 scrappy AEs or SDRs to help with lead generation and early sales once you’ve proven it yourself, but youre the closer at least fo the first 10-20 customers, minimum. Usually in B2B, the workflows just start to get pretty myriad and complex. No VP of Sales yetdont even think about it.

Quota

Salesforce

JUNE 17, 2025

Includes three components, each available separately: Partner Relationship Management (PRM): Enables partners with customized content and collaboration, delivers marketing automation for lead generation, utilizes AI to sell faster, and tracks performance from a single source of truth Partner Ecosystem Management (PEM): Includes all PRM functionality (..)

Sell

Hubspot

JULY 22, 2025

Clay Best for: Outbound sales teams that need powerful, customizable lead generation and enrichment capabilities. I’ve used Clay to build highly targeted lead lists, and out of all the tools I’ve tested, it’s easily one of the most powerful when it comes to sourcing and enriching prospect data.

Objectives and Key Results

Hubspot

DECEMBER 11, 2024

In B2B, this often means combining hard numbers (like pipeline data) with qualitative inputs (like sales rep confidence levels). Scenario Planning In B2B, where single deals can make or break a quarter, scenario planning is essential. Best Forecasting Methods How to Choose the Right Forecasting Technique What Is a Forecasting Method?

Technique

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. Lead generation also gets a boost from an ICP. The more detailed, the better.

Prospecting