Sales: B2B sales
Showing 45 articles for Sales: B2B sales.
How to pitch your product and win deals
Lenny's Podcast Product Career Growth
October 22, 2023
B2B sales
9
Objection handling
7
Conversion rate optimisation
5
- Why 40-60% of B2B deals fail due to indecision, not better competitors
- Setup phase establishes market insight and positions your differentiated value
- Proof and objection handling disarm buyer fears and move deals forward
How to unlock B2B growth after product-market fit
EO
July 24, 2023
B2B sales
9
Business operating systems
6
- Product-market fit alone won't scale — you need go-to-market fit
- A one-page playbook maps pain, wows, and hero outcomes per stage
- You feel growth momentum before metrics confirm it
Common mistakes startups make in business plans and go-to-market
EO
July 13, 2023
B2B sales
9
Business models
8
Product-market fit
5
- Pain without urgency kills startups — customers must buy now
- Product-market fit is not enough; go-to-market fit is the missing link
- Heroic founder-led selling never scales; repeatable process does
Productized services as a foot-in-the-door with SaaS clients
Joanna Wiebe
July 13, 2023
B2B sales
9
Business models
7
- SaaS companies actively buy productized services — fast starts beat long retainers
- A $9.97 audit almost always converts to a much bigger project
- Keep scope narrow: website audit or async email strategy session
Founding Sales: a founder's handbook for B2B SaaS selling
Startups For the Rest of Us
February 21, 2023
B2B sales
9
Objection handling
7
Closing techniques
6
- Founders must sell first — you can't hire sales until the motion repeats.
- Losing 75–90% of deals is normal; mindset, not talent, is the fix.
- Objection handling is where the most important sales work happens.
How founders should do sales before hiring their first salesperson
Lenny's Podcast Product Career Growth
December 15, 2022
B2B sales
10
Product-market fit
6
Hiring & recruitment
6
- Why founders must sell personally before any salesperson can succeed
- The 15–25% win-rate signal that tells you it's time to hire
- PLG stalls without sales — 100% of B2B companies eventually build a team
Top-down vs bottom-up B2B sales strategies for startups
Y Combinator
December 8, 2022
B2B sales
9
Business models
7
Growth hacking
5
- Top-down locks in executives; bottom-up converts users into buyers.
- Scaling top-down forces a price floor of $10k–$100k.
- Bottom-up still needs salespeople — just far more efficient ones.
How to hit revenue targets and survive a downturn in B2B sales
Lenny's Podcast Product Career Growth
December 4, 2022
B2B sales
10
Retention & loyalty
8
Pricing strategy
5
- 76% of companies missed Q3 targets — real-time data on what's broken
- Standard comp plans actively reward churn; here's how to fix them
- Move your best salespeople to customer success before you lose everything
How to hire and manage account managers for enterprise SaaS
Dan Martell
July 11, 2022
B2B sales
9
Hiring & recruitment
7
Niche selection
6
- Hire ex-salespeople as account managers for the double-whammy effect
- One account manager should own $2–3M in business as their P&L
- Stay focused until 15–20% market penetration before expanding verticals
How Aquifer Motion chose sales-led over PLG and grew 100x per quarter
TK Kader
February 27, 2022
B2B sales
8
Business models
8
Niche selection
6
- Why your ICP — not your instincts — should choose PLG vs sales-led
- Hire salespeople only after you've closed deals yourself
- Enterprise sales gives richer customer data than product-led ever can
Enterprise sales triggers, replacing yourself, and B2B SaaS fundamentals
Startups For the Rest of Us
December 21, 2021
B2B sales
8
Pricing strategy
7
Business models
6
- Enterprise pricing should start at ~20x your public rate
- Solo-operated $2M ARR is harder to sell than a staffed $1.5M business
- Finding a growth channel takes far longer than most founders expect
How to get a clear yes or no from corporate prospects
Cameron Herold
December 8, 2020
B2B sales
9
Sales systems & CRM
6
- Big companies string vendors along rather than saying no
- A three-option email forces prospects to give a real answer
- Removing stalled leads is as valuable as closing a deal
Pitching investors
YouTube
Investor pitch and customer pitch require separate approaches
Y Combinator
March 14, 2019
Pitching investors
9
B2B sales
7
Fundraising & VC
6
- Jargon builds credibility with customers but kills investor pitches
- Investors need six specific answers, not product detail
- Same pitch for both audiences is a common founder mistake
Founder sales: how to close your first enterprise customers
Y Combinator
September 26, 2018
B2B sales
10
Prospecting & outreach
8
Pricing strategy
6
- Only 2.5% of the market will buy from an unproven startup
- Sales is listening 70% of the time, not pitching
- Free trials kill momentum — use a 30-day opt-out instead
Prospecting & outreach
YouTube
How to open doors with new prospects using the five planks
Bill Gallagher
December 30, 2016
Prospecting & outreach
9
B2B sales
7
Hiring & recruitment
6
- Most companies hire closers when they need openers — a costly mistake.
- Urgency beats need: why prospects must act now, not eventually.
- Sporadic outreach is worthless — consistent cadence is everything.