How the B2B Sales Elevator Pitch Has Evolved
Ditch the Pitch: The New Role of the B2B Sales Elevator Pitch You’ve heard it a hundred times – the classic elevator pitch. It’s been drilled into every professional’s head as a “must-have” for networking events, job seekers, and introductions with that next big client. But in B2B sales, especially complex sales, the traditional elevator […]
Is the B2B Sales Deck Dead? Revamping the Deck for Today
Why the Classic Sales Deck No Longer Stands Alone The B2B sales deck was once a cornerstone of the sales pitch: a carefully crafted, pre-packaged presentation intended to walk a potential customer through a one-way narrative. Every B2B rep used their deck as a script, a tried-and-true sales pitch designed to tick every box. But […]
B2B Sales Playbook: Mastering the Competitor Battlecard
Know Thy Enemies Staying ahead of your competition is critical in B2B sales, where closing deals requires sharp insights and strategic positioning. One of the most effective tools to gain this competitive edge is the competitor battlecard. This simple yet powerful resource equips your sales team with the essential information they need to tackle competitor […]
Fractional Marketing Services: Cost-Effective Revenue Growth
I. Startups: Why a Full-Time Marketer is Overkill For startups, resources are tight, priorities shift constantly, and scaling operations without ballooning overhead is critical. Hiring a full-time marketing resource may seem like a natural step as your business grows, but for many startups, it’s overkill. Startups need lean teams that can pivot quickly, and a […]
Stop Wasting Money – Drive Growth with Fractional Sales Management
Hiring a full-time sales leader might seem like the logical step for startups and small businesses eager to drive revenue. However, in reality, many founders find themselves on a hamster wheel—constantly hiring, training, and losing unqualified salespeople who fail to deliver results. This cycle wastes time, money, and resources, leaving the business no closer to […]
15 Surefire Ways to Lose a Customer (And How to Stop It)
Want to Lose a Customer? Here’s How! If you’re eager to send customers running for the hills, all you have to do is drop the ball on a few key fronts. But for those who want to avoid the costly churn and never lose a customer, let’s dive into the top reasons B2B companies lose […]
Flip the Script: Prioritize CS for Customer Growth and Retention
How to Limit Your Growth It’s a common pitfall in many B2B tech startups: Customer Success (CS) functions are often an afterthought, stepping in only after the sale is made and the relationship is already in motion. Sales teams close deals, hand them off, and move on to the next prospect, leaving Customer Success to […]
Sales Plays vs. Motions: Key Strategies for B2B Startups
What Are Sales Motions and Sales Plays? Sales motions refer to the overarching approach your sales team takes to move prospects through the sales funnel. A sales motion outlines how to engage with potential customers, from the first point of contact to closing the deal. A well-crafted sales motion aligns closely with your market strategy […]
Building a Unified Revenue Team: Marketing, Sales, and Customer Success as One
Three-Way Tug-of-War The effectiveness of a company often hinges on how well its Revenue Team—comprising marketing, sales, and customer success—functions as a cohesive unit. There is inherent friction between these groups in many companies, leading them to operate in silos. This separation can lead to misaligned goals, inefficient processes, and ultimately, lost revenue. A unified […]
What is a Complex Sale? Navigating High-Stakes Transactions
Complex phone calls? Isn’t that all a sales rep does? Complex sales are the lifeblood of many B2B companies, representing high-stakes transactions that can significantly impact a business’s growth and success. These sophisticated sales require navigating intricate decision-making processes, involving multiple stakeholders and often extending over several months or even years. Understanding what a complex […]