Highspot

JUNE 23, 2025

But even with strong market momentum, nearly one-third of B2B organizations missed their revenue goals last year. Highspot Copilot can analyze calls, review pitches, and deliver timely coaching through personalized nudges. With this kind of visibility, you can scale what works, scrap what doesn’t, and build a more predictable pipeline.

Growth 52

Growth B2B Objection handling Objectives and Key Results 52

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

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

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

Salesforce

DECEMBER 20, 2024

What defines success in B2B marketing? When working with sales to help close deals, B2B marketers need to understand the sales funnel, including how customers move through the stages of an opportunity. Simply put, your team has to be B2B opportunity experts. What is a B2B opportunity expert? Timing is crucial.

B2B 59

B2B Contract Cross-sell Construction 59

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

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

Hubspot

JULY 23, 2025

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. In Awareness, I don’t pitch. Why it works: I’m not pitching features. And yet, my pipeline was full of “maybes.” It was clean, sharp, and complete. I empathize.

SQL 50

SQL Customers Cold Call Sales 50

Hubspot

SEPTEMBER 30, 2024

Social selling isn‘t about bombarding prospects with generic sales pitches; it’s about building relationships. Common mistakes in social selling include over-pitching too early without establishing rapport, failing to personalize outreach, and neglecting to engage meaningfully with prospects.

Sell 75

Sell Relationship building Trust Networking 75

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

PandaDoc

JULY 9, 2025

It’s not just the steps in your sales pipeline ; it’s the philosophy and strategy behind how your reps engage prospects, qualify leads, uncover needs, and close deals. Instead of pitching a product, you act like an advisor. Best for: Long sales cycles, relationship-based selling, B2B solutions. What is a sales methodology?

Objectives and Key Results 40

Objectives and Key Results Consult Education Sales 40

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.

Objectives and Key Results 52

Objectives and Key Results Sales Legal Finance 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

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

RingDNA

JUNE 6, 2025

Why Revenue Action Orchestration Is the Shift B2B Sales Needs B2B sales teams are under pressure like never before. “Only 28% of B2B sales reps say their sales process is effective at meeting buyer expectations” ( Salesforce State of Sales Report ). This section isn’t a sales pitch. They extend their reach.

CRM 62

CRM B2B Follow-up Strategize 62

Sales Hacker

JANUARY 14, 2025

Discussed in this Episode: How to build the habits and fundamentals for sustainably generating pipeline. A day for pipeline generation, I think is super powerful. We do our pipeline generation. Guy Yalif: One thing that we are, finding helpful is small group events, dinners with senior people where we’re not pitching.

GTM 107

GTM Growth B2B Pipeline 107

Martech

MARCH 26, 2025

The topic isn’t all that fresh, or worse, it’s a disguised sales pitch. Some B2B partners are making that happen at an upcoming webinar. A campaign with survey-based content drives brand awareness, community engagement and even pipeline all year. Now, imagine the panelists are talking with you instead of at you.

Launch 120

Launch Promote Campaign Trust 120

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

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

JUNE 10, 2025

How it works Warm calling fills your sales pipeline with qualified and interested leads who are ready to buy. Best practices During warm calls its best to avoid directly pitching or overly selling your prospect. Moreso, they are likely in the midst of a purchasing process and often buy sooner than cold leads.

Cold Call 62

Cold Call Contact Referrals CRM 62

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. When pitching complex solutions, abstract concepts often fall flat. Heres how it works. Create mental pictures through stories.

Sell 46

Sell Drivers/motivators Objectives and Key Results Cross-sell 46

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. That means integrating it directly into the sales process, tying it to pipeline stages, and surfacing it dynamically based on deal context. But many sales motions haven’t.

Quota 52

Quota Objection handling Price Trust 52

Hubspot

FEBRUARY 13, 2025

MEDDPICC is a game-changing B2B sales qualification framework. Learning about qualified leads feels like a turning point in any B2B operation. A healthy pipeline is a goal for most businesses; theres security if you have more work than you can do now. Sounds like the dream, doesnt it? Sounds like the dream, doesnt it?

Objectives and Key Results 36

Objectives and Key Results Sales Legal B2B 36

Closing Bigger

MAY 28, 2025

While youre sleeping, AI can be generating follow-up content, qualifying leads, and building momentum in your pipeline. How I Use AI in My Sales Practice Heres what Im doing right now with AI in my own business: HeyGen lets me create a digital version of myself to deliver sales pitches and onboarding videos in dozens of languages.

Sales 52

Sales Negotiate Follow-up Clients 52

Sales Hacker

JULY 1, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Austin Hughes is the founder and CEO of Unify, a platform helping high-growth teams turn buying signals into pipeline. at an earlier stage, you just have to take big swings. at an earlier stage, you just have to take big swings.

GTM 80

GTM Growth Sell X-functional 80

Salesforce

FEBRUARY 3, 2025

Drive pipe faster with a single source of truth Discover how Sales Cloud uses data and AI to help you manage your pipeline, build relationships, and close deals fast. BDRs are the front line of the sales team, ensuring the pipeline remains full. Learn more What you’ll learn: What are sales terms?

Objectives and Key Results 52

Objectives and Key Results Cross-sell Pipeline Cold Call 52

Sales Hacker

MARCH 4, 2025

I have to hit my lead opportunity goal, my revenue, my pipeline, and we’ll deal with that, that later. Uh, 50, 000 enterprise financial services customers this year drive, you know, I’m just making this up drive a hundred million dollars in financial services pipeline. Uh, and really what you need to do is build pipeline.

GTM 77

GTM X-functional Start-ups Campaign 77

Sales Hacker

JUNE 24, 2025

Gaiia’s “donut drop” strategy—personally delivering treats to rural ISP offices—created brand awareness and unlocked new pipeline. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. To drive some real pipeline and awareness for the future.

GTM 70

GTM Legal Contract Go To Market 70

Iannarino

MARCH 6, 2025

We recognize that most of B2B Sales Training is a rehashing of others work with a small number capable of creating a true paradigm in sales. We recognize that transactional selling is dead in B2B sales. We dont put our faith in a pipeline, instead putting our faith in win rates and won deals. cta_one]]

Strategize 179

Strategize Pitch Clients B2B 179

Hubspot

FEBRUARY 21, 2025

Two years ago, my sales pipeline was a mess leads ghosted after the first call, and I struggled to keep track of contacts with notes scattered across multiple tools. For example, as a content strategist, my ICP includes B2B SaaS companies with 50-200 employees, $5M-50M in revenue, and an established blog. Geographic location.

Clients 41

Clients Sell Cross-sell Objectives and Key Results 41

Martech

JUNE 5, 2025

I was digging into a potential client recently, a 10-figure B2B SaaS company with an eight-figure marketing budget, a top-tier team and all the shiny new toys. And that quiet shift from recruitment to protection slowly erodes ROI, market perception and pipeline energy. Instead, ditch the pitch.

Strategic partnership 60

Strategic partnership A/B testing Legal Pipeline 60

SaaStr

JUNE 30, 2025

Because every minute we save on operational tasks is a minute we can spend creating better content, building stronger community connections, investing in better start-ups, and delivering more value to the B2B world. For our SaaStr content pipeline, this has been huge. You literally edit video like you’re editing a Google Doc.

Objectives and Key Results 100

Objectives and Key Results GTM Niche Gaming 100

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? Check us out.

GTM 106

GTM Engineering Growth X-functional 106

Sales Hacker

MAY 13, 2025

How Yext evolved from managing listings to powering AI-ready data pipelines. B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. I’m not here to pitch products, but it’s a really good example of how this works.

GTM 74

GTM Engineering Start-ups Growth 74

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

Sales Hacker

FEBRUARY 4, 2025

Our pipeline is getting weak here. We buy B2B products all day long. There was a VC hearing a pitch on Friday. If you’re surprising the CFO every time, that’s not building trust. That’s clearly like, I can’t trust everything the CRO says. I just want to let you know. So now think about operators in fog.

GTM 88

GTM Finance Cross-sell X-functional 88

Pointclear

NOVEMBER 8, 2017

At PointClear, we establish cadence for every prospect in every B2B sales lead generation program we execute using our proprietary SQL-based data capture and workflow tool (called PinPoint) Defined by the program management team based on 20-years of results and our technology-enhanced processes assures that cadence is optimal for each client.

Lead generation 126

Lead generation SQL Pipeline Contact 126