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. Its an ideal approach for inbound sales teams working in crowded markets or working with indecisive buying committees. Solution selling. Consultative selling.

Process

Sales Hacker

AUGUST 5, 2025

The GTM Podcast is available on any major directory, including: Apple Podcasts Spotify YouTube Gaurav Agarwal is the COO of ClickUp, where he’s helped scale the company 17x in two years and cut CAC by 3x—all while leading across marketing, product, sales, and services. But then it also happens to be one on the sales.

GTM

Hubspot

APRIL 28, 2025

Remember, most customers consider speed as important as price and are even willing to pay extra for immediate service. AI sales agents can help you maintain that vigilance. As I mentioned earlier, todays customers expect immediate, personalized service. Anything less can cost businesses valuable sales. My favorite part?

Appointment

Iannarino

FEBRUARY 3, 2023

B2B buyers have raised their standards. They now resist the self-oriented legacy approach to sales, which are typically designed by a marketing team. When your sales conversation doesn't create value for your prospect, it provides a poor and inadequate B2B sales experience.

Sales Experience

Iannarino

MARCH 2, 2023

This sales strategy has been part of B2B sales processes and is practiced by sales reps in many sales organizations. This strategy is still effective, as recognizing the prospective buyer's pain points allows for a good and effective sales conversation.

B2B

Martech

NOVEMBER 6, 2023

In the crowded B2B space, reaching your target audience is challenging. Product alone is not enough to engage and retain B2B buyers. But surprisingly, B2B businesses often overlook the importance of a great customer experience for their buyers, which is typically a top priority for B2C. Who are B2B customers?

B2B

Hubspot

JUNE 8, 2020

It's never been more difficult to be a B2B sales rep. Regardless if you are a grizzled sales veteran with decades of experience or brand new to the profession, here are some simple steps to delight your prospects. So how do you create a positive experience for your prospect during the pre-purchase phase?

Sales Experience

Salesforce

JULY 14, 2021

With a world of data at our fingertips, there are several digital sales experience metrics businesses can measure to track and improve employee performance, customer experience and, ultimately, the bottom line. . Sales as a digital experience. Here are some of the sales metrics most impacted by ROX: .

Sales Experience

Sales Hacker

JANUARY 9, 2020

Objections are a part of life in sales, but they can be especially difficult to deal with in B2B sales. The best thing you can do is handle objections early and often in your sales cycle. In B2B sales, your audience is particularly concerned with return on investment. The Price Isn’t Right. What’s the Rush?

B2B

Martech

AUGUST 16, 2023

Modern B2B customers aren’t just expecting more these days — they’re downright demanding it. Today’s customers want quick answers, personalized experiences, and zero redundant conversations. With today’s powerful marketing and sales platforms at our fingertips, there’s no excuse for falling short.

B2B

Cience

NOVEMBER 11, 2020

A lot has been spoken about the importance of customer experience in the Business-to-Consumer (B2C) domain, but what about the Business-to-Business (B2B) sales model? Is it time for B2B companies to become as ‘customer-obsessed’ as some of the most successful B2C brands have demonstrated over the last decade?

B2B

Partners in Excellence

FEBRUARY 19, 2018

’ All the jobs require SaaS sales experience.” ” It is puzzling how “SaaS” or “XaaS” seems to have a disproportionate mindshare in the sales world these days. Subscription/monthly payments have existed for ages (I suspect Eve talked Adam into buying Apples As A Service).

Sales Experience

Adaptive Business Services

OCTOBER 25, 2017

According to HubSpot , only 3% of customers trust sales reps. Cultivating that trust starts with how sales reps position their company’s products and services. Sales reps need to spend less time pitching and more time having a conversation. And happier salespeople means more sales and more revenue for your business.

B2B

Sales Pop!

AUGUST 29, 2021

No matter what industry your business-to-business (B2B) company is targeting, a single customer conversion is likely to have relatively little impact on your trajectory. There’s no guaranteed route to success, but there are some actions that can help your salesforce to nudge your B2B demographic to keep returning to your enterprise.

UX

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. Salesforce is a popular CRM tool that can help you manage your sales pipeline.

Referrals

Score More Sales

NOVEMBER 14, 2011

Sales Tips and Strategies to Grow Revenues. Review of SNAP Selling Author and B2B Sales Trainer Jill Konrath Live. It was a lucky double stroke of good fortune recently that sales thought leader Jill Konrath would be coming to town and that I was not on the road myself. Talking or Writing Too Much in B2B Sales.

B2B

A Sales Guy

DECEMBER 11, 2013

There wasn’t anything new I learned, BUT it did remind me how important sales people are to an organization and how we make a huge difference in the success in our clients business. The obvious, suggests our preconceived notions around product, brand, and price aren’t what drives loyalty but rather it’s sales people.

Sales

Sales Hacker

OCTOBER 24, 2022

Breezy Beaumont had unknowingly sparked a controversial debate —one that gathered over 4,500 reactions and nearly 1,000 comments on how B2B software sales should be done. The traditional B2B sales motion. As it stands, B2B sales has a tried and tested formula that every sales organization tries to emulate.

Sales

Highspot

JANUARY 27, 2021

Highspot connected more than three million salespeople, channel partners, services reps and customers in modern, digital sales experiences last year, representing a 100 percent increase in platform usage from 2019. ” (Predictions 2021: B2B Sales, Forrester Research, Inc., SEATTLE, Jan. October 23, 2020).

Growth

Highspot

FEBRUARY 22, 2021

.” Leading companies across industries, including DocuSign, General Motors, John Deere, Nestle, and Verizon Media, are using Highspot’s sales enablement platform – complete with content, guidance, training, coaching, engagement intelligence and 360-degree analytics – to win and keep customers at scale.

Growth

Sales Hacker

OCTOBER 30, 2018

She has won various awards such as Top Sales Leader, TAG One in a Millenial Awards 2016 and Power 30 Under 30 winner 2016. Trish Bertuzzi founded The Bridge Group to help B2B technology companies build world-class Inside Sales teams. She is a thought-leader and expert in growing sales, inside sales and marketing organizations.

Inside sales

The 5% Institute

AUGUST 26, 2021

To sell products like these; you need a consultative sales process, which requires you to build trust with your potential client before they’ll make a buying decision. B2B Sales and Consulting. Related article: High Ticket Sales – Your Definitive Guide. How To Sell High Priced Products With A Sales Process.

Price

Veloxy

AUGUST 11, 2022

Customer service, product management, and buying can also benefit from using Salesforce. But this isn’t just about creating a collaborative experience for your sales team. It’s about creating a collaborative sales experience for your customers. Invite Marketing and Human Resources. Don’t stop there!

Contact

Closing Bigger

SEPTEMBER 13, 2023

Often, I’ve observed (and experienced in my business) professionals getting overwhelmed with inbound tasks, client service, meetings, administrative duties, and other work commitments. Part of this oversight is because results from prospecting aren’t immediate, especially with sales cycles ranging from three weeks to six months.

Negotiate

SaaStr

MAY 27, 2021

If you’re a founder of a B2B SaaS startup and you’re starting to build out your team, consider hiring these revenue-driving contributors first in the order outlined below. And they’ll win if they have the right collateral for teaching prospects how to succeed with your product or service. . A Revenue Operations Lead .

Pipeline

The 5% Institute

NOVEMBER 12, 2020

To sell items like these; you need a consultative sales process, which requires you to build trust with your potential client before they’ll make a buying decision. B2B Sales and Consulting. Related article: High Ticket Sales – Your Definitive Guide. How To Sell High Ticket Items With A Sales Process.

Sell

Gong.io

AUGUST 26, 2020

Quick quiz: Which of the following describes the top sales reps at your organization? B: They are veterans with years and years of sales experience. Turns out, time spent on your craft, experience, and hard work all contribute to success, regardless of industry or job type. . A: They show up early and leave late.

Gaming

Women Sales Pros

APRIL 19, 2019

74% of the time, B2B buyers purchase from the first sellers to create a clear path to value. Jane Gentry leverages her experience with Fortune 500 clients to help mid-market companies grow revenue by solving key sales issues like process, pipeline, leadership, relationship management and hiring. DEVELOP SALES LEADERS.

Inside sales

Veloxy

OCTOBER 26, 2023

Approximately 68% of associates had limited medical sales experience before taking the plunge into the medical sales industry. Gaining one to three years of experience in a less competitive sales market can be a great way to prepare for success in high-stakes medical device sales.

Healthcare

Partners in Excellence

OCTOBER 21, 2022

” Or, “Many industrial products/services companies faced these issues a number of years ago, have you looked at them?” Often, SaaS sellers are amazed when I say, “My first sales job, everything we sold was ‘as a service.'” first appeared on Partners in EXCELLENCE Blog -- Making A Difference.

Cross-sell

Sales Hacker

NOVEMBER 26, 2019

Monday, December 9: Modern Sales. Author of 4 Bestselling Sales Books. 2019: LinkedIn’s #1 B2B Sales Expert to Follow. How can you differentiate yourself from the competition, and set yourself up for a successful sales career that keeps getting better, and better? Sales reps face a terrifying predicament.

Gaming

SaaStr

APRIL 14, 2020

In today’s fast-paced B2B marketplace of instant communication and process automation , businesses cannot afford to rely on the classic definition of a deal. If you’re following along, then you can probably guess what elite sales teams have done. Client services – 22%. Treat deals as dynamic. Finance – 38%.

Construction

Veloxy

JUNE 4, 2024

Using Salesforce can also benefit customer service, product management, and buying. But this isn’t just about creating a collaborative experience for your sales team. It’s about creating a collaborative sales experience for your customers. Invite Marketing and Human Resources Don’t stop there!

Objectives and Key Results

Sales Hacker

SEPTEMBER 2, 2020

They do this by first identifying and focusing on the sales motions that are best for their product, team, and customer. In this article we’ll review the four main sales motions B2B SaaS teams use: Field sales ( outside sales ). Inside sales. Low-touch sales. No-touch sales. ACV and $17M ARR.

Inside sales

The 5% Institute

JUNE 18, 2021

As per our article here , high ticket businesses are online or in person stores that sell products or services over the value of $1000. To sell items like these; you need a consultative sales process, which requires you to build trust with your potential client before they’ll make a buying decision. B2B Sales and Consulting.

Sales

Hubspot

APRIL 22, 2018

The answer to this question isn't the department in which your buyer persona works, or the service he or she personally provides to his/her company. Your buyer persona's industry is the type of service they deliver to their clients, and knowing this can help you measure your business's impact in the markets you're targeting.

Education

SalesHandy

APRIL 20, 2021

So throughout this article, we’ll observe several B2B sales objections that might catch you off guard, and suggest approaches on how to handle objections in sales. Let’s first understand this from your lead’s perspective, as to where these common sales objections come from. How To Overcome Sales Objections.

Sales