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How to identify high-churn personas in B2B and mitigate their risk

Martech

The short-term project manager or consultant Project-based work isn’t supposed to last forever. Consultants and project managers brought in to help guide a project to completion often need to buy tools to see the project through, but once it’s complete, they often disappear. Flexible contract terms and proactive support can help too.

B2B 122
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Why B2B CMOs are frustrated with ABM platforms

Martech

The not-so-hidden high costs and long contracts ABM platforms are expensive. Many providers require long minimum contracts, often locking companies into a year or more of service with six-figure annual fees. Agencies bring expertise, tools and data partnerships to the table without needing internal teams to manage a complex platform.

B2B 131
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Why the Basics Still Beat Fancy: The Unsexy Skills That Close Deals

Sales Gravy

Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Youre a consultant. Fancy decks, CRM tagging, and custom email flows feel like progressbut they dont get the contract signed. Youre a consultant. Most salespeople would rather look productive than be productive.

Closing 85
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How Sell to My Customer When They Need to Sell to Their Customer First (Ask Jeb)

Sales Gravy

Recognize the Real-World Obstacles Whether your customer has to bid on government contracts, secure large client projects, or get internal buy-in from multiple stakeholders, their success dictates your sale. Offer Strategic Expertise If your offering requires complex configurations or specialized knowledge, step in as a consultant.

Sell 76
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The Sales Leadership Framework Behind Multiple $100MM ARR Orgs

Sales Hacker

For example: Revenue is driven by metrics like win rate, ACV (average contract value), and number of deals closed. You can’t change what’s already happened. What you can do is focus on metrics that lead to those results. Pipeline metrics might include MQL-to-SQL conversion rates, number of activities per rep, or open rates on emails.

GTM 114
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B2B Buyers: The Latest Stats Salespeople Must Know [+HubSpot Data]

Hubspot

B2B buyers will look at their business requirements and a product’s technical specifications to determine the initial fit, and they’ll sign contracts based on potential ROI, provider reliability and post-sale support, and the flexibility of pricing terms. My suggestion?

B2B 81
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Contracted pricing CPQ: what it is and how it works

PandaDoc

As these relationships deepen, partnering companies will often agree on contracted pricing, a pre-negotiated price structure that applies over a defined period. Contracted deals ensure that pricing is more predictable, consistent, and transparent between buyers and sellers. What is contracted pricing? Long-term customer loyalty.