Holden Advisors

SEPTEMBER 21, 2021

In fact, 74% of B2B buyers do most of their research, online or by consulting internal experts, before engaging with vendors. In a review of 50,000 B2B sales calls, tech company Gong.io Make your buyer a champion by ensuring they communicate the financial improvement to their leaders.

Decision-making 435

Decision-making B2B Profitability Account Management 435

Nutshell

OCTOBER 5, 2020

Regardless of whether you are communicating via email marketing , social media , or digital ads , there are always ways to improve your messaging. Learn the email tactics that B2B sales pros use to hook their customers. The best marketing communication comes from listening to exactly what your clients have said, in their own language.

Communication 133

Communication Digitalization Marketing Energy and Utilities 133

Hubspot Sales

JUNE 30, 2020

Alignment between these three groups is especially important for B2B companies. Across all industries, consistent revenue growth is a challenge for 78% of B2B companies. Essentially, sales and marketing alignment comes down to communication between those two separate functions. Do you notice anything missing there? Image Source.

B2B 141

B2B Publishing Organization Communication 141

Nutshell

FEBRUARY 14, 2025

Website popups have become a staple for B2B digital marketing teams, delivering opportunities for businesses to capture visitor attention, generate leads, and drive audience engagement. They have proven to be an effective marketing tool in the B2B environment. Table of Contents What is a website popup for B2B businesses?

B2B 62

B2B Software Software Marketing 62

SBI Growth

MARCH 26, 2020

Market-leading CEOs work closely with their leadership teams to maintain strong and transparent communication with not only their customers but also their employees. Every employee is an ambassador of the brand, and without clear guidance and communication internally, external messages.

Communication 135

Communication Leadership Marketing B2B 135

Holden Advisors

NOVEMBER 3, 2021

Assist in communicating value. When only 30% of B2B buyers make decisions based exclusively on price (noted in Negotiating with Backbone ), it’s not surprising the other 70% care about value if they are thoughtfully informed about it. Think: Revenue – Costs = Profit. Set the right price and you gain revenue. Think about it.

Procurement 369

Procurement Finance Construction Government 369

SuperOffice

JULY 5, 2022

B2B marketing is simple: Attract new customers and keep existing customers. The B2B buyer has changed. B2B buyers are: Thorough (67% of the buyer’s journey is now done digitally). Tough negotiators (B2B buyers refuse four offers before accepting the best one). And that’s where modern day B2B marketing begins.

B2B 129

B2B Marketing Acquisition Media 129

Hubspot Sales

JANUARY 11, 2021

B2B sales tools are meant to automate day-to-day processes, increase efficiency in all aspects of the sales process, and simplify various aspects of a sales rep's day to save valuable time — time that can be spent focusing on prospects and deals. B2B Sales Tools. prospecting) while others support all aspects of B2B sales (e.g.

B2B 143

B2B Sales CRM Banking 143

Account Manager Tips

JULY 5, 2022

B2B Book Club Selection (July 2022) A monthly selection of handpicked business books specifically to help key account managers get better results for their clients, companies and careers. A World Without Email: Reimagining Work in an Age of Communication Overload Why this book? Modern knowledge workers communicate constantly.

B2B 130

B2B Key Account Management Healthcare Account Management 130

Hubspot Sales

NOVEMBER 30, 2021

When selling B2B, it’s critical to understand the characteristics of the business you’re selling to, and also what’s most important to your business based on what you’re selling. It’s important to be mindful of the different pricing models and strategies that go into establishing B2B prices, and we’ll discuss both below. Image Source.

B2B 130

B2B Profitability Retail Marketing 130

Hubspot Sales

APRIL 15, 2020

For instance, Asana is excellent for task management, Slack helps teams maintain synchronous communications, and Zoom is an accessible video conferencing option. One of the most essential things B2B businesses can do during times of uncertainty is invest in new content. Embrace digital as much as possible.

B2B 135

B2B Supply Chain Sales Digitalization 135

Strategic Communications

JULY 22, 2024

Popular wisdom has it that people like to read stories and that storytelling is a very important skill for content marketers to have—even if they work in the B2B realm. I probably was also one of those who was skeptical about the need for storytelling in a B2B environment. But what if your content team is hesitant about storytelling?

B2B 105

B2B B2C Communication Advertising 105

Mike Kunkle

OCTOBER 2, 2022

” What is Modern, Professional B2B Selling All About? In contrast, modern, professional, B2B selling should be about finding people who have problems you can solve or opportunities you can enable, who have the ability and intent to address these challenges or opportunities, to help them get the results they want. Well, maybe.

Co-Creation 278

Co-Creation Negotiation Sales B2B 278

Customer Think

JULY 20, 2021

I recently participated in a LinkedIn comment thread posing the question of whether B2B or B2C marketing was more fun. As a long-time B2B marketer, I have immensely enjoyed my profession, but it has its challenges. You have to work hard to locate, communicate with, and engage, B2B prospects. […].

B2B 119

B2B B2C Marketing Communication 119

Hubspot Sales

SEPTEMBER 30, 2024

Neglecting Trust and Relationship-Building Michele Potts , Director at Zoe Communications Group , says, "Sales is about building trust, instilling confidence, and making it easy for prospects to say yes. It‘s essential to understand a prospect’s industry, challenges, and interests to personalize communication and build rapport.

Media 108

Media Decision-making Prioritization B2B 108

Hubspot Sales

OCTOBER 26, 2022

It's hard to overstate the importance of B2B prospecting in the context of most B2B sales processes. But what is B2B prospecting? What is B2B prospecting? B2B Prospecting Methods. Learn how to communicate with gatekeepers. What is B2B prospecting? Research, research, and research some more.

B2B 111

B2B CRM Decision-making Communication 111

Hubspot Sales

AUGUST 20, 2024

Over the last decade in B2B, I’ve been on both sides of the equation as a seller and a buyer, and I can promise you that it’s a huge problem there as well. In the case of something like buying B2B software, consider your budget, the business objective you’re trying to fulfill, integration needs, etc. Break larger decisions into steps.

Decision-making 111

Decision-making B2C B2B Software 111

Account Manager Tips

NOVEMBER 24, 2022

A much-needed "people skills" primer and master class in all facets of workplace communication Do you know how to ask for help at work without sounding dumb? With case studies, micro strategies, and example language, readers will learn communication skills that can be practiced and implemented immediately.

B2B 130

B2B Key Account Management Account Management Decision-making 130

Hubspot Sales

OCTOBER 10, 2024

GDPR compliance is a messy process to begin with, but trying to stay ahead of the regulation while B2B cold calling presents a whole other set of problems. Was B2B cold calling still legal? How GDPR Affects B2B Cold Calling With that out of the way, let’s settle the most important thing first. Table of Contents What Is the GDPR?

Cybersecurity 80

Cybersecurity B2B CRM Healthcare 80

Strategic Account Management Association

JUNE 30, 2021

Harvey Dunham: We are asking the smartest customer-facing people in B2B how to become trusted advisors to customers they cannot afford to lose. First, there is how SAMs communicate, articulate and exchange their expertise based on their sales and professional experience. Michael Thomas: There are two ways to look at this.

Digitalization 520

Digitalization Organization Account Management Management 520

Hubspot Sales

JUNE 23, 2020

The B2B decision-maker pulse survey found that digitally-enabled sales interactions are currently twice as important as traditional sales conversations. While it can be a shift for those used to relying on in-person events and experiences, we have more opportunities than ever to connect with customers in creative ways.

B2B 132

B2B Digital Transformation Virtual Selling Digitalization 132

Hubspot Sales

JULY 5, 2022

A B2B sales process is a detailed outline of repeatable steps that guides your sales team. B2B Sales Strategy. A B2B sales strategy based on your business' value proposition will help you differentiate your business from your competitors. B2B Sales Flowchart. B2B Sales Process Steps. Image Source.

B2B 115

B2B Sales Stakeholders Decision-making 115

Apptivo

DECEMBER 7, 2022

The process of strategizing, engineering, executing and curating every interaction to build trust and communicate value, until a lead becomes a customer may aptly be called Lead Nurturing. Categorize and segment the leads logically to have the ability to send personalized communications. B2B lead nurturing strategies.

B2B 96

B2B e-Learning Media Leadership 96

LinkedFusion

FEBRUARY 11, 2025

In 2025, LinkedIn has evolved into the ultimate platform for B2B professionals, enabling networking, brand building, and lead generation. Improved Follow-ups: Track interactions and maintain timely communication. Apollo Best for: Data enrichment and B2B sales prospecting. Why Use It? Why Use It?

B2B 40

B2B CRM Business Growth Decision-making 40

Insightly

JUNE 3, 2022

That’s especially true in the world of B2B sales, where deals have traditionally closed over meetings, handshakes, and other face-to-face interactions. . Email remains a go-to channel for sales communications, but consider adding a personalized video to build rapport without face-to-face contact. . Invest in training.

B2B 98

B2B Value Proposition Sales Decision-making 98

Hubspot Sales

MARCH 12, 2025

With 77% of B2B buyers describing their most recent purchase as difficult or very complex, the demand for simplicity in sales is more important than ever. Research shows that nearly one-third of B2B buyers lack trust in salespeople, and 88% of buyers will only make a purchase if they perceive the salesperson as a trusted advisor.

Decision-making 87

Decision-making Sales Internet B2B 87

Mike Kunkle

APRIL 8, 2023

Although, in complex B2B opportunities, especially with longer sales cycles, qualification – like discovery – may be ongoing, because new stakeholders are introduced, others leave, budgets shift, and in general, things change.) The post How to Radically Improve Your B2B Sales Win Rates appeared first on MikeKunkle.com.

B2B 130

B2B Sales Decision-making Stakeholders 130

Zendesk

APRIL 18, 2022

In this piece, we’ll give you 20 B2B lead generation strategies you can start implementing today. B2B lead generation might not be simple, but that doesn’t mean you can’t make it easier. What are B2B leads? However, certain personal contacts and self-led small businesses can also be B2B buyers. Let’s dive in.

B2B 98

B2B B2C Software Software 98

Showpad

JUNE 29, 2021

Reason #2: Existing B2B selling challenges were amplified and sales forces were not well prepared for remote-only selling scenarios. Customer-facing professionals with outstanding communication skills and lots of intuitive abilities were still able to tune into their prospects and clients.

B2B 111

B2B Digital Transformation Decision-making Digitalization 111

Hubspot Sales

JULY 19, 2022

If you’re not already taking advantage of digital payments, it’s a promising untapped opportunity that's accessible to most online businesses — and B2B businesses should invest now. In this article, we’ll get into how your B2B commerce business can start accepting payments internationally. An all-in-one CRM, such as HubSpot.

B2B 98

B2B Digitalization CRM B2C 98

Hubspot Sales

AUGUST 23, 2023

Crafting the perfect B2B cold sales email is both an art and a science. Cold Sales Email Templates for B2B Here are cold email templates that you can use to create emails your prospects will want to open. B2B Email Template to Build Rapport Hi [First Name], Just left a quick message at the office for you.

B2B 98

B2B Decision-making Publishing Meetings 98

ProlifIQ

OCTOBER 30, 2024

This includes features such as contact management, communication tracking, and the ability to assign tasks and action items to specific team members. Collaboration and Communication : KAM technology facilitates collaboration and communication among team members involved in account management.

Key Account Management 52

Key Account Management Stakeholders Account Planning Account Management 52

Account Manager Tips

MARCH 23, 2021

Organisation hierarchies, roles and responsibilities and communication are essential considerations. The numbers don't lie Analytics and Advice for B2B Leaders , a 2019 Gallup Poll, found that when B2B companies implement key account management, they have higher levels of revenue, profitability, share of wallet and lower levels of churn.

Key Account Management 246

Key Account Management Account Management Management Suppliers 246

Hubspot Sales

MARCH 13, 2025

On top of that, B2B buyers are wary of sellers trying to influence their decisions. In my mind, the most important thing competent B2B sellers bring is an understanding of enterprise-wide benefits that can be realized through the use of their offerings. Prioritize Communication.

Meetings 95

Meetings Sales Stakeholders Decision-making 95

Customer Think

JULY 20, 2024

Source: Adobe Stock B2B marketers strive to achieve personalization in content and communications. Yet, attempts at personalization have mostly left B2B buyers indifferent—at best. Most marketing leaders think the future depends on it.

B2B 59

B2B Marketing Communication Management 59

Customer Think

SEPTEMBER 23, 2021

We are seeing an increasing willingness of consumers, but also B2B buyers, to interact with companies using chats or even voice interfaces. This can be attributed to the simple fact that words, written or spoken, are the method of communication that is most natural for humans. At the end of the day, we speak far […].

B2B 140

B2B Communication Meetings 140

Account Manager Tips

NOVEMBER 19, 2022

Measure and communicate value in a way that means something to them. B2B elements of value Now I know KPIs aren't for everyone. For an alternative approach, check out the B2B Elements of Value Pyramid. Bain has organised 40 distinct kinds of value that B2B solutions provide customers into a pyramid with five levels.

Value Proposition 246

Value Proposition Decision-making B2B Meetings 246