Heinz Marketing

MARCH 6, 2025

Instead, they aim to free up sales teams from routine tasks so they can focus on deeper prospect engagement and relationship-building. We have lots of other articles about AI and its impact on B2B sales and marketing on our blog. Why Are Companies Considering AI BDRs? So, is AI BDR right for your business? Thanks for reading!

Gaming 52

Gaming Cold Call Sales Follow-up 52

Adaptive Business Services

APRIL 9, 2025

Additional Insights: Target Audience and Business Development : Craig primarily serves solopreneurs and small B2B teams who need personalized CRM solutions. Professional Network and Influence : With a notable following on LinkedIn and multiple endorsements, Craigs network reflects his influence in the CRM and B2B sales community.

Electricity 71

Electricity CRM Relationship building Clients 71

SaaStr

JULY 14, 2025

Two of the most misunderstood concepts in AI for B2B and SaaS aren’t technical—they’re human. Their meeting preparation framework illustrates this perfectly. “Human-in-the-loop” and “AI orchestration” have been watered down into feel-good phrases that make AI adoption sound effortless. The reality?

Strategize 70

Strategize Education Represent Negotiate 70

SaaStr

JULY 7, 2025

Unlock Continuous Access to the World’s Highest-Value B2B Decision Makers Forget A-tier prospects. Budget Authority : 78% have direct purchasing power or significant influence Company Scale : Average revenue $50M+, with 27% at Enterprise ($40M+ ARR) Decision Speed : 60% faster sales cycles compared to other B2B channels Deal Value : 3.2x

Pipeline 86

Pipeline CTR Contract Strategize 86

PandaDoc

MARCH 25, 2025

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

Martech

DECEMBER 16, 2024

Focus on managing these platforms directly to ensure you meet your audience where they are. Build a brand that machines understand and trust Now is the time to detach emotionally from the importance of domains because, in the future, domains will matter far less than brands. isReferencePage and isRelated attributes).

Engineering 117

Engineering Niche Technology Technology 117

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. Solution selling.

Process 52

Process Objectives and Key Results Sales Angle 52

SaaStr

JUNE 12, 2025

AI is Killing Transactional Sales (And Good Riddance) Sam’s frustration echoes every modern B2B buyer: “There have been several instances where it was sort of like a commodity transactional sale, and the sales rep adds unnecessary negative friction. Spend 30 minutes with AI getting to 80% proficiency. Feel the difference?

Legal 87

Legal Strategic partnership Pipeline Strategize 87

Hubspot

MAY 16, 2025

But when you're in the moment sending a connection request, making small talk at an event, or following up after a meeting its easy to second-guess yourself. Networking Mistakes to Avoid Not too long ago, networking mostly happened at conferences, coffee meetings, and industry events. You know networking matters. Everyone says so.

Networking 41

Networking Follow-up Referrals Conversion 41

SaaStr

JULY 15, 2025

The Human Fortress — For the Moment: Account Executives Account Executives: 100% Still Needed (For Now) Why AEs Are Safe — For The Moment : Enterprise B2B sales still require human judgment, relationship building, and strategic thinking that AI can’t replicate. We Thought These Leads Were Dead.

B2B 91

B2B A/B testing Engineering CRM 91

SaaStr

MARCH 25, 2025

Hyrid and work-from-home made it the default paradigm for many in B2B sales. Splunks enterprise sales strategy relies heavily on its install base, and Smith pointed out that in-person meetings are critical for strengthening those relationships. In SaaS, its easy to assume that virtual selling has completely taken over.

Conversion 74

Conversion Territory Referrals Inside sales 74

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. Heres the focused approach thats worked best for my B2B clients: LinkedIn first. When pursuing a social media marketing B2B SaaS client, I noticed their team discussing remote work challenges.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

SaaStr

MAY 29, 2025

This isn’t optional technologyit will become table stakes for B2B sales, just like CRM systems became non-negotiable in the 2000s. The humans who remain will need to excel at the uniquely human aspects of selling: relationship building, complex problem solving, and strategic influence.

GTM 95

GTM Negotiate Cross-sell CRM 95

SaaStr

APRIL 28, 2025

What’s Changing in Sales: The AI Revolution is Here — and Coming Fast After analyzing 139,000+ conversations through SaaStr’s New AI, it’s now clear from the data: AI is about to fundamentally transform B2B sales. In B2B, the transformation will eliminate the frustrating experience of being bounced between departments.

Negotiate 97

Negotiate Contract E-commerce Price 97

SaaStr

JULY 1, 2025

I’ve been in B2B software now for 20+ years (!). But AI B2B companies are hitting 500%+ growth rates and creating billion-dollar categories in months, not years. By early 2024, every serious B2B company had access to the same AI capabilities for pennies on the dollar. Fast as Frack. I’ve seen cycles. Vanishing fast.

Non-Profits 74

Non-Profits E-commerce Growth B2B 74

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. Building long term customer relationships (as measured by CLTV): The efficiency prerogative has shifted focus to relationship building. Heres How You Can Prepare.

Objectives and Key Results 52

Objectives and Key Results Cross-sell A/B testing Strategize 52

Hubspot

APRIL 28, 2025

Agentic AI can take over repetitive, admoinistrative tasks so that human reps can focus on complex negotiations, relationship building and actually closing high-value deals. They can answer basic product questions and even book meetings for a demo. AI sales rep can help teams get the best of both world. My favorite part?

Appointment 45

Appointment Follow-up Negotiate CRM 45

Martech

MARCH 4, 2025

B2B tech marketing is shifting from a traditional, product-centric approach to a data-driven, AI-powered, customer-first model. From sales support to strategic business driver Historically, B2B tech marketing played a critical support role, primarily focused on lead generation, sales enablement and event execution.

Drivers/motivators 126

Drivers/motivators Strategize B2B Growth 126

Sales Hacker

NOVEMBER 8, 2024

Build Customer Loyalty in the First 30 Days In the wake of election season, one principle stands out: the power of a loyal base. For B2B SaaS companies, building a base of advocates – customers who champion your brand can be a pivotal go-to-market advantage.

GTM 110

GTM Customers Hospitality UX 110

Martech

MAY 6, 2025

In large B2B companies, marketing and sales teams continue to operate in silos, resulting in wasted resources and missed opportunities. This shift creates space for what humans do best: creative strategy, relationship building and collaborative problem-solving. Marketing complains that sales ignores their hard-earned leads.

Assembly Line 118

Assembly Line Sales Follow-up Technology 118

Score More Sales

JULY 30, 2014

I have been meeting more and more leaders in mid-market companies who are simply confused about the value of having their sales reps focused on social selling because they don’t see the payoff. In the last 10, B2B companies we have worked with, I found that this tool combination has worked with 9 of them. Here is one example.

Relationship building 92

Relationship building Manufacturing B2B Sales 92

Sales Nexus

AUGUST 17, 2021

What do you need to do to separate your B2B email campaigns from the rest of the crowd, and to stand out amidst all the sales noise? How do you create B2B email campaigns that actually get results? How do you make your B2B email campaigns stand out? Click here to schedule a meeting with a salesperson.”. CK: For sure.

Campaign 111

Campaign B2B CRM Closing 111

The 5% Institute

FEBRUARY 24, 2020

If you’re selling B2B – also known as business to business; something that’ll be foundational to your success in your industry, is the presence of your B2B sales process. But what exactly is a B2B sales process? The B2B Sales Process – Explained Step By Step. What Is A B2B Sales Process? Think of it as a system.

B2B 98

B2B Process Objectives and Key Results Objection handling 98

Salesforce

SEPTEMBER 21, 2021

Late in 2020, executive leadership at Accenture recognized that their business-to-business (B2B) sales transformation offering was not going to serve clients the way they needed it to. It was kind of a no-brainer for us to take these amazing things that Accenture builds as a whole and identify how they can plug into Salesforce,” Berumen said.

B2B 96

B2B Territory Manufacturing Sales 96

Veloxy

JUNE 23, 2021

These reps spend their days reaching out to prospects, qualifying them and building relationships by helping clients solve their business problems. When it comes to B2B, SaaS, and other technology companies that prefer a centralized team, inside sales is the more popular model. What Positions Make up an Inside Sales Team?

Inside sales 232

Inside sales CRM Sales Pipeline 232

Sales Pop!

JANUARY 25, 2022

So, here’s a quick guide to branding and how your sales team can leverage it to meet their targets. In a B2B context, your leads are usually shopping around and speaking to many prospective businesses. Relationship Building. A good salesperson understands how to build relationships and create connections quickly.

Pitch 228

Pitch Sales Niche Relationship building 228

Sales Hacker

NOVEMBER 15, 2017

This sales glossary is meant to reduce ramp time for new reps that are getting immersed in B2B sales jargon for the first time. B2B is an acronym for Business-to-Business, a model for selling, relationship-building or engagement. . AB Testing. Account-Based Everything / Revenue. Account-Based Marketing. Base Salary.

B2B 105

B2B E-commerce Cold Call Sales 105

Sales Hacker

DECEMBER 30, 2020

B2B sales is always changing, but nothing could’ve quite prepared us for the wild ride that 2020 ended up being. 40% of businesses did not meet revenue targets in 2020. 68% of B2B customers are lost because of indifference, not mistakes. 40% of businesses did not meet revenue targets in 2020. What this means for you.

CRM 132

CRM B2B Referrals Sales 132

Partners in Excellence

APRIL 5, 2024

They come from all over the world, they represent B2B, technology , basic materials, SaaS, industrial products, professional services, B2B2C and B2C. Relationship Building and Empathy : The ability to build strong, lasting relationships with clients, understanding their needs deeply, and empathizing with their situations are frequently cited.

Sell 143

Sell Cross-sell Drivers/motivators Education 143

Hubspot

NOVEMBER 18, 2020

The most valued traits sales managers see in salespeople are problem solving, relationship building, critical thinking, confidence, and oral communication. 63% of sales leaders believe virtual meetings are as effective as in-person meetings. B2B Sales Leadership Stats. In the U.S.,

Profit margin 99

Profit margin Quota B2B Commission 99

The 5% Institute

JULY 24, 2020

B2B consulting. To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. Even if you’re selling B2B , the everyday issues they’re facing have a personal toll on the individuals within the business.

Consult 144

Consult Sales Clients Presentation 144

Highspot

JANUARY 9, 2024

Today’s B2B buyers are savvier, more informed, and have access to several options at their fingertips. This makes B2B sales training more important than ever. In this article, we’ll explore the B2B sales process, types and components of an effective training program, best practices, current trends, and pitfalls to avoid.

Technique 52

Technique B2B Cross-sell B2C 52

The 5% Institute

MAY 9, 2023

Are you struggling to close deals and generate revenue for your B2B company? Are your sales reps unable to meet their quotas and reach their targets? The solution to these problems may lie in providing your sales team with effective B2B sales training topics. Closing Techniques Closing a deal is the ultimate goal of B2B sales.

B2B 52

B2B Objection handling Negotiate Technique 52

The 5% Institute

JULY 29, 2022

To learn how to build rapport the right way, read the linked article below for more detail. Further reading: A Guide To Building Sales Relationships/ Building Rapport. When qualifying, ensure that you’re meeting with people who are a valid prospect – versus someone who may just be interested or fishing for information.

Sell 141

Sell Up-sell Clients Presentation 141

Martech

MARCH 22, 2022

The difference between B2B and B2C in email marketing. 5 email marketing tactics to acquire more customers, build brands and make more money. Today, nearly three decades have passed since commercial email emerged in the mid-1990s as a powerful channel for communications, commerce, relationship-building and just plain making money.

B2C 124

B2C Drivers/motivators Objectives and Key Results B2B 124

Outreach

AUGUST 26, 2020

Zoom meetings broken up by researching which above-ground pool fits best in our yard is what a “new normal” day looks like. That can be intimidating to B2B sales reps who still need to meet ambitious quotas. Shifting buyer and seller dynamics of B2B.

B2B 52

B2B Teamwork Inside sales Outside Sales 52

Sales Hacker

MAY 8, 2023

These characteristics have changed the B2B sales process significantly. How to meet the needs of millennial buyers Virtual and personalized experiences are essential to engaging millennials. How to meet the needs of millennial buyers Virtual and personalized experiences are essential to engaging millennials. So how to start?

Sell 113

Sell Cold Call Up-sell Contract 113