Heinz Marketing

JUNE 26, 2025

Start tracking: NPS shifts over time (especially early surges) Product usage increases by role or segment First-time logins from new personas Referral or advocacy behavior Self-serve training engagement 5. Whitespace Mapping: Your Hidden Revenue Engine Once you’ve identified expansion-worthy accounts, you need to map their whitespace.

GTM

Adaptive Business Services

OCTOBER 30, 2024

Exceeding customer expectations … say hello to repeat business and referrals. Even better, I love to share that with clients and … most folks that I worked with during my 45 plus years of B2B sales experience have had very little knowledge of what they are thinking about buying. services including security, workflow, and telephony?

Sell

Salesforce

APRIL 14, 2025

Small and medium-sized businesses (SMBs) and startups can reap the benefits of a good referral program. Lets check out how to build an effective referral program and some fresh ideas to make it even better. What well cover: Whats a referral program? Why do referral programs matter for small businesses?

Referrals

SaaStr

JULY 26, 2025

One in five Toast deals comes from referrals. ” They penetrate the local restaurant ecosystem, which includes food suppliers, equipment manufacturers, knife sharpeners, and other service providers who all talk to each other. How to Leverage This : Toast reps become “the mayor of their patch.”

Territory

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. The faster a buyer sees themselves in your product or service, the faster they start acting like a customer. They aren’t.

Referrals

Adaptive Business Services

JUNE 25, 2025

They may have built up an effective network of repeat customers and referrers. Since I represent Nimble CRM, let’s talk about how easy it is to do and I will use a typical B2B sales environment as an example. The post On Consistency and Your Sales Process appeared first on Adaptive Business Services. Why change? More earnings?

Process

Hubspot

JANUARY 14, 2025

The Importance of Sales Champions in B2B Sales What Do Sales Champions Do For Your Sales Deal? Now that Ive explained what a sales champion actually is, next, Ill reframe and explain some common misconceptions about what they do in B2B sales. Heres the second thing you should know about sales champions: B2B sales are where they shine.

Negotiate

Salesforce

JUNE 17, 2025

Sales Selected 360 Highlights Selected IT Selected Commerce Selected Marketing Selected Service Selected Please select at least one newsletter. Add the Coaching Lightning Web Component to the layout of the desired object. Get the latest Sales Cloud innovations in your inbox. I can unsubscribe at any time.

Sell

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. Successful customer engagement strategies have a direct impact on your revenue growth, leading to additional purchases, referrals, and increased customer lifetime value.

GTM

PandaDoc

MARCH 25, 2025

Complex sales typically involve high-value products or services, which are often highly customizable. Here is an overview of the sales process for complex sales: Discovery/needs analysis: Understanding your customers needs and challenges is key to demonstrating how your product or service can help. This involves tailoring your offer.

Objectives and Key Results

Hubspot

MAY 16, 2025

Saloni Ordia , a B2B SaaS freelancer writer, recalled attending her first big industry event, only to leave regretting that she hadnt introduced herself to anyone. As Sara Stella Lattanzio , Head of Marketing at professional services firm Stryber says, bad networking happens more often than wed like to admit. But at its worst?

Networking

SaaStr

JUNE 17, 2025

While much of it is stuff we already know, it’s a great summary of metrics from 600+ venture-backed B2B start-ups. 48% of B2B Companies Are Using AI to Replace Humans, Not Just Augment Them The AI services market is evenly split: 48% of AI companies are replacing human labor while 52% augment humans. Optimize accordingly.

Growth

SaaStr

MARCH 25, 2025

Hyrid and work-from-home made it the default paradigm for many in B2B sales. For Toast, this means field reps who are deeply embedded in their territories, building networks of referrals and recommendations. Sam Blond noted at Brex that for many in B2B, most reps only want to meet in person for the big, halo deals.

Conversion

SaaStr

JULY 23, 2025

In B2B, it’s easy to assume that virtual selling has completely taken over. Hyrid and work-from-home made it the default paradigm for many in B2B sales. For Toast, this means field reps who are deeply embedded in their territories, building networks of referrals and recommendations.

Conversion

Highspot

JANUARY 23, 2025

A positioning statement typically follows this format: For [target audience] who [specific need or challenge], [product/service name] is a [product category] that [unique value proposition or key benefit]. Unlike [primary competitor or alternative], [product/service name] [differentiator or reason to believe].

Go To Market

Sales Hacker

MAY 13, 2025

B2B companies like Hivebrite and Equilend trust TriNet to help handle the infrastructure of their workforce, so their teams can focus on execution. We, in effect, we spent trillions of dollars on IT software and services in order to create the digital presence for human beings. Quick bio for the listeners. [00:02:00] Amazing, awesome.

GTM

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. Accelerate sales cycles: Prospective customers in the decision-making stage often expect to connect with an individual to help them, whether thats B2B or B2C.

Objectives and Key Results

Martech

MARCH 25, 2025

However, this is the biggest issue I see with email newsletters both in my inbox and in my work with new clients, especially those in B2B. Typically, the only difference is an ad for their service included in the prospect version. Is the content all about your organization? The answer should be no. Performance has been good.

B2B

Martech

OCTOBER 25, 2024

I built a scenario with Gemini to essentially fabricate data in a spreadsheet for customers of a small B2B software company I told Gemini the columns I wanted in the spreadsheet and provided ranges for some of the data in order to prevent some customers having lifetime revenue several multiple higher than others, for example. Referrals made.

Customers

Hubspot

MARCH 7, 2025

Your services or product positioning has to address a void in the market what specific problem are you solving right now? You need good customer relationships to ask for testimonials and referrals. If youre a B2B company, LinkedIn is the place to be. Referral Program Source [link] Last year, I joined a local coworking space.

Customers

Hubspot

MARCH 21, 2025

In the B2B space, partner organizations may offer additional software solutions that extend your platform. They may also provide services that help customers get the most out of your product. Additional partner services and integrations allow B2B companies to expand their offerings. But, lets get granular.

Commission

Hubspot

MARCH 21, 2025

Indirect sales refers to the sale of a product or service through a third party such as a partner, reseller, affiliate, or distributor rather than through your companys sales team. Those sales transformed from direct to indirect the moment that consultant signed a referral agreement with my company.

Sell

Martech

FEBRUARY 28, 2025

This is a pretty traditional B2B marketing funnel. In this case, the client is B2B and their product is more complicated than buying a dress from a retailer. In this example, the client clicked on a link about solutions for the healthcare industry, which triggers an email series about how this company services the healthcare industry.

Healthcare

Sales Hacker

APRIL 22, 2025

We’re an AI native email app, [00:07:00] and we learned that, leaders across multiple different industries, specific specifically within tech and then within professional services, are expecting a basically 300%, I mean, gigantic productivity gains through AI over the next few years.

GTM

ClickFunnels

SEPTEMBER 21, 2021

The post 17 Awesome Ideas & Strategies For B2B Lead Generation appeared first on ClickFunnels. Your B2B business needs leads like a boat needs water — not just to keep afloat but also to gain momentum. You either work your way in or buy your way in to spread your message and promote your products/services to those audiences.

Lead generation

ClickFunnels

SEPTEMBER 14, 2021

The post B2B Sales Funnel Guide – Start Growing Your Business appeared first on ClickFunnels. The greatest challenge of any B2B business is getting customers. 3 proven B2B sales funnels + case studies. We will also share some B2B sales funnel tips that will help you maximize your profits. Continue reading….

B2B

Heinz Marketing

AUGUST 20, 2020

How cool is it that the most effective way to market your B2B company is also the most cost-efficient way to market it? Now take your own experience as a B2C consumer and apply it to the B2B space. And as we’ve seen, excellent service is a marketing tactic in itself —one that makes marketers jobs easier!

B2B

Sales Pop!

NOVEMBER 18, 2021

Optinmonster is a service that specializes in creating forms to collect contact data once your SEO or other inbound strategy has led to a visitor on your page. In addition to emails, the service can also provide positions, phone numbers, and social media accounts. Unbounce is one of the most famous services for creating landing pages.

Lead generation

ConversionXL

MARCH 17, 2021

From long sales cycles to trying to stand out from the sea of sameness, B2B companies face an uphill battle from the start. While thousands of B2B organizations struggle, plenty are able to develop long-term success. Common B2B marketing challenges. So what does it take? Let’s dive in.

B2B

Veloxy

APRIL 12, 2023

For more tips on using Sales Navigator in B2B sales, check out this LinkedIn hub of best practices. Additionally, offering a free consultation can give you an opportunity to demonstrate your expertise and showcase the value of your services. This can help build trust and establish a relationship with the customer.

Referrals

The 5% Institute

AUGUST 13, 2019

Referrals are a great way to get leads for your business, product or service; that’s why in this guide, you’ll learn how to get referrals in a non pushy, yet effective way. The reason why referrals are great, is because one of the hardest things to build with your sales and marketing efforts – is trust.

Referrals

ClickFunnels

NOVEMBER 9, 2021

They are part of your target market, but it’s yet to be seen if they’re immediately interested in purchasing your products or services. They’ve got some degree of interest in your products or services. The B2B Lead Generation Business Model. Ask for references, case studies, or referrals if you have to. You could….

Lead generation

ConversionXL

MARCH 11, 2020

Some 73% of Millennial workers are involved in B2B purchase decisions, and 85% of that group uses social media to research products and services for their companies. Still, Facebook (91%), Linkedin (80%), and Twitter (67%) are the most popular social media platforms among B2B marketers. When does Instagram make sense for B2B?

B2B

Sales Hacker

DECEMBER 21, 2020

Tips for B2B Lead Generation. Finding out what makes them tick is the one thing that will help you reach and exceed your B2B lead generation goals. Once you get your answers to the questions above, you’ will need to start properly planning your B2B lead generation strategy. Strategize your marketing efforts. Do some planning.

Lead generation

Miller Heiman Group

JUNE 4, 2019

It’s a buyers market, even in B2B sales. Buyers now expect the innovation they’ve experienced as consumers when they’re buying solutions at the workplace—and less than one-third report that B2B sellers exceed their expectations. Businesses today must be able to compete not only on price and performance—but also on service.

Service

Heinz Marketing

APRIL 8, 2022

You can start by incentivizing early adopters to make referrals with product discounts or gifts, for example. Successful B2B communities aren’t accidental. Mimicking What Successful B2B Communities Do Well. The post The Why and How of Successful B2B Communities appeared first on Heinz Marketing.

B2B

SalesHandy

NOVEMBER 28, 2020

For a sales team to continually nurture and close — B2B lead generation plays a crucial role in enabling the process. With this article, we’ll comprehensively cover existing B2B lead generation ideas and channels. What is B2B lead generation? 11 Ways to Set Up B2B Lead Generation. Website Landing Pages. Content Marketing.

Lead generation