Sales: B2B sales
Showing 45 articles for Sales: B2B sales.
Five principles for a B2B SaaS sales process that closes deals
TK Kader
March 23, 2025
B2B sales
10
Sales systems & CRM
7
Funnels
5
- Qualify before demoing — tire kickers waste more time than lost deals
- No urgency, no deal: filter buyers who can't prioritise the problem
- Teach buyers how to buy; next steps should feel like service, not pressure
Prospecting & outreach
Podcast
How to do founder-led sales: the full process from lead to signature
Lenny's Podcast Product Career Growth
November 24, 2024
Prospecting & outreach
10
Closing techniques
9
B2B sales
8
- Why hiring a salesperson too early kills your learning loop
- 40–50% of B2B SaaS deals require selling a service before the product
- Every 'bottom of funnel' problem is actually a qualification failure
Prospecting & outreach
Podcast
Bootstrapper Q&A: enterprise sales, word of mouth, and profit sharing
Startups For the Rest of Us
November 5, 2024
Prospecting & outreach
9
Bootstrapping
8
B2B sales
8
- No bootstrapper has found a repeatable word-of-mouth accelerator — not one.
- Educating a skeptical market costs millions; sell to believers instead.
- Profit sharing pools beat individual percentages — start at 10%, not 50%.
Prospecting & outreach
YouTube
How to do authentic startup sales without losing trust
EO
October 24, 2024
Prospecting & outreach
9
B2B sales
8
Communication
5
- Give value before asking for a meeting — always.
- Honesty closed Dropbox's first multimillion-dollar enterprise deal.
- Filter for innovator buyers; followers won't bet on a startup.
Prospecting & outreach
YouTube
Five-step enterprise sales framework for B2B SaaS founders
Rob Walling
September 29, 2024
Prospecting & outreach
9
Closing techniques
8
B2B sales
8
- The founder who best understands a prospect's problem wins
- Closing is reflecting stated needs back — not persuasion
- Expansion revenue stalls without usage-based pricing baked in
How to lead top-line growth through collaboration and the LoveCat philosophy
Coaching for Leaders
July 22, 2024
B2B sales
9
Culture building
7
Hiring & recruitment
5
- Why the lone sales genius fails against six-decision-maker committees
- The skeptic in the room is your highest-value conversion target
- Giving knowledge and mentorship without strings builds lasting business power
Objection handling
YouTube
Using questions to influence, inform, and build rapport
Coaching for Leaders
July 22, 2024
Objection handling
8
Communication
8
B2B sales
5
- Persuasion lands when the other person thinks they changed their own mind.
- Start broad — the most important issue rarely appears in the brief.
- Conclusive questions shift perspective without triggering defensive resistance.
Be an evangelist for authenticity in your industry
Masters of Scale
April 2, 2024
B2B sales
8
Business operating systems
5
- Authentic belief in your product is contagious; skeptics can sense when you're genuinely passionate.
- A five-minute product demo proves value faster than hours of slides and forecasts.
- Companies that nurture intrapreneurs through separate teams and visionary leaders stay ahead of disruption.
Selling as a science: core principles from 30 years in enterprise sales
EO
February 27, 2024
B2B sales
9
Business models
6
Management
5
- Speak only 30% of the time — buyers reveal everything you need.
- Selling is a team sport; orchestrate experts at the right moments.
- Product-led growth is still selling — best tech alone never wins.
Winning enterprise deals: three principles for navigating group buying
TK Kader
February 25, 2024
B2B sales
9
Prospecting & outreach
6
- Most enterprise deals fail because founders never map all stakeholders
- Procurement, legal, and security hold veto power — engage them early
- Structure pilots with defined success criteria and a clear path to close
Three SaaS sales models: top down, bottoms up, land and expand
TK Kader
February 18, 2024
B2B sales
9
Business models
6
- Demos produce maybes; only a sales methodology converts to revenue.
- The bottoms-up model seeds users first, then sends sales in warm.
- Land and expand: pilot small, then 'plan the wedding' to avoid drift.
How to build and scale a B2B sales team from first hire to VP
Lenny's Podcast Product Career Growth
February 18, 2024
B2B sales
10
Sales systems & CRM
7
Hiring & recruitment
6
- Hire two reps you'd buy from before touching management layers
- VP of Sales before proven quota kills companies — nearly every time
- Product teams should own a fixed quarterly budget for sales feature requests
How Small Businesses Can Land and Retain Corporate Clients
KeyPersonOfInfluence
January 7, 2024
B2B sales
9
Communication
6
- Corporates buy slowly — budget three to six months minimum.
- Long sales cycles become a moat once you're inside.
- Socialization kits move committees to consensus fast.
Listener Q&A: Email lists, customer feedback, and SaaS valuations
Startups For the Rest of Us
December 5, 2023
B2B sales
8
Valuation
7
Email marketing
6
- Opt-in email can still feel like spam — transparency beats legal technicalities.
- Affiliate SaaS is a learning opportunity, not a path to recurring revenue.
- Phone calls beat surveys for customer feedback; response rate is the real challenge.
How to choose the right SaaS sales model: free trial, freemium or demo
TK Kader
November 26, 2023
B2B sales
9
Business models
7
Pricing strategy
5
- Your homepage button defines your entire go-to-market strategy.
- Freemium free users create more support burden than paying enterprise clients.
- Below $20K ARR, a sales team's unit economics rarely work out.