Sales Hacker

DECEMBER 17, 2024

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Guy Yalif is a seasoned B2B SaaS executive with over 20 years of go-to-market experience. I have no idea what episode we are currently on, but it’s getting up there. And thank you all for rocking with us every week.

GTM

Hubspot

MARCH 12, 2025

Being a salesperson today feels like trying to get someones attention in Times Square; buyers are swamped with choices, blinking lights, and loud pitches from every direction. SNAP Selling is designed to help you cut through the noise and make buying easier for prospects. Table of Contents What is SNAP selling?

Sell

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

Hubspot

JANUARY 8, 2025

Youre selling something to someone who just wouldnt budge. No matter how you angle your pitch, how well you attempt to align your solution with their needs, or how many glowing testimonials you share, theyre just not buying it. Truthfully, gap selling takes patience, practice, and persistence to master.

Intrinsic

Hubspot

SEPTEMBER 30, 2024

A solid social selling strategy falls somewhere between “nice-to-have” and “need-to-have” in the modern sales landscape. But navigating social selling isn‘t always straightforward. That’s why we here at The HubSpot Sales Blog reached out to some experts for their takes on the mistakes you need to avoid while social selling.

Sell

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. And that gap shows up in the numbers. However, there’s room for improvement. The difference?

Growth

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

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.” Would you show up to an important meeting wearing shorts and a Panama hat? For example, say you sell commercial property insurance. Source: Gartner ​. Forget cold calling as your only tool.

Closing

RingDNA

APRIL 11, 2025

What it Measures: The total number of sales emails that individual reps send out each day Value: It’s important for reps to keep up a regular cadence of calls and emails with prospects. Some common call dispositions might include busy, no answer, hang-up or appointment set.

Quota

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. Product training is a structured learning process that helps team members understand, communicate, and sell a product. Product training techniques like gamification keep teams motivated.

Product

Hubspot

JULY 23, 2025

It shows up in morale, in consistency, and in confidence. I can say, “Here’s how we warm up cold accounts,” or “Here’s the content you send after a demo.” Funnels help you sell the way people buy. This is the core of everything: we need to sell the way people want to buy, not the way we want to sell. Every time.

SQL

Hubspot

NOVEMBER 22, 2024

The fact that the tool made me think about my offer's key selling points when I tested it was a big win. 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. I recently tested HubSpot's AI Email Copy Generator for another article.

Lead generation

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

Hubspot

JULY 18, 2025

When I first started consulting for B2B SaaS companies, I made the mistake of thinking the buyer journey and the customer journey were basically the same thing — just two sides of the same funnel. For example, with one SaaS client I supported, we realized new customers were excited at sign-up but confused during onboarding.

Referrals

Heinz Marketing

JUNE 26, 2025

That means: CSMs receiving alerts from product usage or NPS spikes Marketing launching dynamic nurtures triggered by signal thresholds Sales following up with tailored plays linked to behavior or milestones Example Workflow 4. From Signals to Sequences: Activation Across Teams Capturing signals is just step one.

GTM

Hubspot

JULY 30, 2024

As a B2B salesperson for companies like IBM and Open Text, scheduling in-person meetings or phone calls was often challenging, regardless of my prospect or client’s industry or business size. Calls-to-action shouldn’t be up to interpretation. In fact, they were almost as poor as weak openings ). Personalize the offer to the client.

Closing

PandaDoc

JULY 9, 2025

Consultative selling Full guide: Consultative sales This method is all about building trust and uncovering the deeper needs of the customer. Instead of pitching a product, you act like an advisor. Best for: Long sales cycles, relationship-based selling, B2B solutions. Here’s a quick overview of the big players: 1.

Objectives and Key Results

Highspot

JULY 29, 2025

Key Takeaways Leveraging go-to-market (GTM) task automation can ensure more on-time follow-ups with personalized content delivery to high-value prospects in your sales pipeline. However, the report also discovered only 10% of B2B organizations are very effective at executing go-to-market strategies that deliver consistent business results.

Go To Market

Highspot

JUNE 12, 2025

If your sales process can’t keep up, your buyers won’t wait. That means the old playbook—static pitch decks, generic emails, and rigid sales stages—no longer works. The company’s B2B buyers come to sales meetings knowing the market, the products, and even the competition. The way people buy has changed. They can see it.

Pitch

Highspot

JULY 7, 2025

Key Takeaways Executing 1:1 and 1:few account-based selling strategies geared toward high-value target accounts is how leading enterprise sales teams drive sustainable revenue growth. Guide: What Good Client Engagement Looks Like Download free guide What is account-based selling?

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

RingDNA

JUNE 6, 2025

It connects Guided Selling, real-time AI Coaching, Conversation Intelligence , and our Seller Action Hub into a single, integrated motion. Why Revenue Action Orchestration Is the Shift B2B Sales Needs B2B sales teams are under pressure like never before. This section isn’t a sales pitch. The issue isn’t a lack of data.

CRM

Highspot

JUNE 24, 2025

And when B2B organizations invest in a unified sales enablement platform that offers intuitive AI role-play technology, like Highspot, they can save hours on sales training and development. Our solution streamlines approvals, saving clients up to 10 hours a week. Did they pick up on vague cues and dig deeper?

Objectives and Key Results

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

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

Hubspot

AUGUST 4, 2025

We have students make real cold calls selling $20 pizzas to local businesses. I'd say out of 1,000-or-so calls, students generally manage to sell five or six pizzas. If you‘re good at it, you’ll still get hung up on 80-90% of the time, and even the best SDRs tend to only book one meeting a day. Deliver a tight elevator pitch.

Cold Call

Sales Hacker

JANUARY 14, 2025

But when organizations do that, and then it bakes into their operating rhythm, they have their, like, you know, PG Tuesday stand up. And I didn’t come up with that. And I figured this would be a big theme, but I didn’t know how many times it was going to come up. What are you going to be doing?

GTM

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. Email: Business email address Sign me up! In a world where members constantly ask, “How do I stack up?” On the surface, it looks like just another industry panel.

Launch

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. Timely Follow-Up Do we follow up with useful, personalized messages?

GTM

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

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

PandaDoc

MARCH 25, 2025

If youre selling a cup of coffee, the options are relatively simple. Identifying upsell and cross-sell opportunities to drive continued revenue growth. Theyre also armed with up-to-date information whenever they speak with a prospect, enabling them to provide the best experience and customer service.

Objectives and Key Results

RingDNA

JUNE 10, 2025

Warm calling is an outbound sales strategy that focuses on dialing, connecting with, and having sales conversations on the phone with sales leads who have been “warmed up” with some kind of prior activity. What is warm calling? Warm leads can be defined as prospects that have previously engaged with your company in a meaningful way.

Cold Call

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. ” Gartner.

Technique

SaaStr

AUGUST 1, 2025

The Making of a Vertical SaaS Giant: Inside ServiceTitan’s Journey When Ross Beastman joined ServiceTitan in 2018 as employee #354, venture capitalists were telling him he was “crazy” to sell software to plumbers. The phone call to his wife was simple: “I’m going to Los Angeles to sell software to plumbers.”

Non-Profits

Martech

MAY 2, 2025

If were all honest about living and working in 2025, then wed admit weve been suckered by a slick pitch a course, coaching program or SaaS tool that promised the moon but delivered moon pies tons of calories, zero substance. Its happening in your business right now, with your customers (especially in B2B SaaS). Its contract renewals.

Contract

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. MEDDPICC is a B2B sales qualification framework designed to help salespeople identify and focus on high-potential leads. Sounds like the dream, doesnt it?

Objectives and Key Results