Insights
B2B outbound sales playbooks and insights
Field notes on prospecting, deliverability, and building pipeline that converts.
B2B sales
Email deliverability and open rates: the complete guide
Explore the critical role of email deliverability and high open rates in successful B2B outreach. This comprehensive guide covers essential strategies to ensure your messages land in the inbox rather than the spam folder, maximizing your campaign performance and overall prospecting engagement.
B2B sales
9 LinkedIn Sales Navigator tips for better prospecting
Unlock the full potential of LinkedIn Sales Navigator with these nine essential tips. Learn how to master boolean search queries, utilize custom lists for account-based prospecting, and leverage LinkedIn groups to expand your reach. Improve your B2B sales strategy and build higher-quality pipelines.
B2B sales
Why every B2B database is flawed, and what to measure instead
Every B2B contact database draws from the same pool, ages the moment you buy it, and hides its weakest coverage exactly where your ICP lives. Here is why database size is a vanity metric and the four things to check instead.
B2B sales
The sale starts with a no: a guide to objection handling
Learn why "the sale starts with a no" and how to handle common sales objections. This post explores the reasons prospects say no, from timing to value perception, and offers three key strategies to convert these rejections into successful deals by utilizing constructive criticism and team knowledge.
B2B sales
34 proven B2B lead generation ideas for a steady pipeline
Discover 34 proven B2B lead generation ideas designed to help sales and marketing teams build a repeatable, scalable, and profitable pipeline. This definitive list covers essential tactics like targeted cold emailing and solving prospect pain points to drive engagement and increase revenue.
B2B sales
The best B2B lead generation channels to grow pipeline
Explore an extensive and diverse range of B2B lead generation channels for 2021 to significantly boost your revenue. This comprehensive guide covers webinars, live streaming, social media strategies, and cold email outreach. Learn how to leverage virtual conferences, SEO, and physical letters.
B2B sales
3 cold outreach approaches that work in B2B
Discover the best B2B cold outreach strategies for your business. This post explores the all-out, periodic, and department-focus approaches, highlighting their pros, cons, and risks. Learn how to choose the optimal strategy based on market saturation, company size, and reputation management.
B2B sales
Digital body language: how to read and engage B2B buyers
Master digital body language to enhance your virtual communication and B2B sales pitches. This guide explores key strategies from Erica Dhawan to build trust through emails and video calls. Learn how to read prospect cues, mirror behavior on Zoom, and ensure your digital persona is authentic.
B2B sales
How we booked 18 meetings at Web Summit (and how to copy it)
Maximize your B2B conference ROI with these proven strategies. Learn how to identify target markets, source high-quality prospects, and automate multi-channel outreach to schedule meetings before the event begins. Transform your next conference into a powerful engine for sales and investment.
B2B sales
7 ways to increase your sales team productivity
Boost B2B sales performance by addressing common inefficiencies and implementing seven proven productivity enhancers. This guide covers essential strategies like investing in comprehensive onboarding, motivating your team, setting clear goals, and perfecting product demos to scale your business.
B2B sales
Why omnichannel outreach drives outbound sales
Master omnichannel outreach to engage B2B prospects across email, social media, and phone. This guide explains the differences between multichannel and omnichannel strategies, highlighting the importance of integration and automation. Learn how to implement dynamic campaigns for better sales results
B2B sales
Sales call best practices: 7 things to do and avoid
Master the essential dos and don'ts of B2B sales to keep your pipeline flowing. This guide covers 14 professional tips, including avoiding powerless language, practicing active listening, and focusing on value over price. Learn how to lead the sales process and build lasting buyer trust today.
B2B sales
The best B2B sales podcasts to follow
Discover the best B2B sales podcasts to boost your career in 2021. This comprehensive list features top shows like Daily Sales Tips and Sales Success Stories, offering expert advice on prospecting, sales processes, and business psychology. Perfect for SDRs and C-level executives looking to lead and
B2B sales
The best sales assessment tests for hiring your team
Discover top sales assessment tests to streamline your hiring and find the best fit for your team. This guide covers popular tools like MBTI, DISC, and the Grit Scale, explaining how each reveals key personality traits, motivations, and behaviors essential for success in B2B sales roles today.
B2B sales
The why and how of outbound sales
Master B2B outbound sales with this comprehensive guide. Learn how to scale your customer base through structured sales development, from defining customer profiles to handling objections. Discover which tasks to automate and how to maintain a human touch to close high-ticket deals effectively.
B2B sales
5 CTA mistakes to avoid in B2B cold outreach
Improve your B2B cold outreach by avoiding common Call to Action mistakes. This guide explores five frequent errors: missing CTAs, lack of focus, obscure requests, over-aggressiveness, and excessive jargon. Learn how to create clear, effective CTAs that drive engagement and increase sales.
B2B sales
The cold emails that land in spam, and how to fix them
Improve your cold email open and response rates by avoiding common mistakes that trigger spam filters. This guide analyzes six real-life email failures, offering actionable tips on crafting effective subject lines, building personal connections, and using the right call to action for B2B sales.
B2B sales
The outbound sales tools you need at each funnel stage
Learn how to optimize your outbound sales funnel by choosing the right tools for every stage. From TOFU lead generation and data suppliers to MOFU CRM systems and BOFU e-signature software, this guide breaks down the essential categories to help you improve ROI and increase sales efficiency.
B2B sales
What is RevOps and how to set it up
RevOps aligns marketing, sales, and customer success to break down silos and drive growth. By focusing on data, processes, technology, and strategic insights, companies can improve efficiency and customer retention. Key metrics like pipeline velocity and churn ensure predictable revenue success.
B2B sales
Why lead generation should focus on quality, not volume
Learn how to transition from quantity to quality in automated outbound lead generation. This guide explores the dangers of spam, the importance of accurate data, and how to create personalized email copy that builds trust. Scale your outreach effectively while maintaining a high conversion rate.
B2B sales
Why copy matters in outbound, and how to write it
Discover why high-quality copy is the ultimate differentiator in outbound lead generation. This post explores how personalized, concise messaging builds trust and establishes strong relationships with prospects. Learn the essential attributes and proven structures for writing impactful emails.
B2B sales
B2B buyer anxiety: why it happens and how to ease it
Buyer's anxiety is a natural hurdle in high-stakes B2B sales. This post explores why prospects hesitate and how sales reps can effectively overcome these fears. Learn to build credibility by handling objections regarding product legitimacy, business trust, and pricing to reduce risk and close deals.
B2B sales
Why SaaS should focus on low-CAC growth activities
Optimize your SaaS company’s profitability by mastering Customer Acquisition Cost (CAC), Customer Lifetime Value (CLV), and Contribution Margin. This guide explores strategies to lower CAC through automation, lead quality improvements, and cold-calling 2.0 to ensure sustainable business growth.
B2B sales
Sales automation for outbound: bigger deals and faster scaling
Explore how sales automation and outbound lead generation increase average deal size and scalability. This post covers targeting high-value prospects, testing product-market fit rapidly, and evolving SDR roles into value-adding positions to shorten training and maximize your ROI efficiently.
B2B sales
Account-based sales: a practical guide for B2B teams
Explore the account-based sales model to boost your B2B revenue. Learn how to align sales and marketing teams, define your ideal customer profile, and implement a multi-channel outreach strategy. This guide covers essential KPIs like ACV and LTV to help you track success and scale effectively.
B2B sales
Cold outreach in the summer: pros, cons, and how to win
Discover the seasonal factors that impact cold outreach and explore the pros and cons of reaching out to prospects during the summer. Learn how lower competition and a relaxed environment can give you a leg up on competitors, despite lower traffic and receptiveness. Gain a summer momentum.
B2B sales
Email personalization with placeholders that lift reply rates
Boost your email open and reply rates by using dynamic and static placeholders to personalise messages. This guide covers how to leverage data points like name, department, and industry to resonate with prospects, avoid spam filters, and improve your outreach automation strategy effectively.
B2B sales
AI prompts for outbound sales that book more calls
Learn how AI prompting is the new template for outbound sales. This guide breaks down the five essential components of a high-performing prompt: sender and recipient context, sending objective, strict guardrails, and desired examples. Master these to create unique, personalized B2B outreach.
B2B sales
B2B cold outreach trends for 2019, with data from Litmus
Explore the shifting landscape of B2B outbound sales following the impact of GDPR and email saturation in 2018. Discover key 2019 trends, including the rise of social selling, multi-channel strategies, and the importance of thought leadership to stay ahead of the competition and grow revenue.
B2B sales
B2B data compliance for cold outreach: a complete guide
Ensure your B2B data protection is rock-solid and your cold outreach remains fully compliant with local laws. This guide covers essential definitions of data compliance and provides actionable steps to align your outbound sales strategy with current regulations and safety standards.
B2B sales
B2B data for sales: what it is and how to use it
Understand the essentials of B2B data with this comprehensive guide. Learn how to define, manage, and convert business information into successful sales. Discover how a structured database of individual contacts and key data points can optimize your various marketing and sales activities today.
B2B sales
B2B data quality: why accurate data closes more deals
High-quality B2B data is the foundation of successful sales and marketing. Explore why data quality must be prioritized by focusing on relevancy, accuracy, validity, breadth, and freshness. Learn how low-quality data impacts revenue and discover five essentials to solve your data problems.
B2B sales
The 6 types of B2B data that shorten your sales cycle
Mastering B2B sales requires a deep understanding of these data types: demographic, descriptive, firmographic, chronographic, psychographic, and intent data. This comprehensive guide explores how to leverage these insights to segment your audience and execute personalized ABM campaigns effectively.
B2B sales
B2B landing pages for outbound sales: 11 reasons to use them
Discover how B2B landing pages revolutionize outbound sales by centralizing your value proposition and building trust through social proof. Use diverse media and low-commitment CTAs to engage prospects at their own pace, gain deep analytics, and qualify leads for a more efficient sales process.
B2B sales
B2B lead generation during COVID-19: rebuilding pipeline
Discover how COVID-19 impacted B2B lead generation and learn strategic ways for sales teams to rebuild their pipelines. This article explores the shift to remote work, budgetary adjustments, and the vital role of digital tools and automation in increasing productivity while reducing costs.
B2B sales
B2B sales tools: how to build a sales stack that performs
Discover the essentials of building a powerful B2B sales stack to enhance your team's productivity and revenue. This guide covers what a sales technology stack is, why it is vital for modern sales teams, and provides a comprehensive list of tools to help you build your own effective collection.
B2B sales
The best B2B landing page examples to learn from
Explore top B2B landing page examples and best practices to drive conversions. Learn how to leverage social proof, hero images, and video to engage prospects. Discover different types of landing pages, from standalone to industry-specific, and the revolutionary personalized Sales Story model.
B2B sales
22 of the best sales books to read this year
Explore our curated list of the greatest sales books to master prospecting, negotiation, and the psychology of persuasion. Featuring timeless classics and modern guides from experts like Robert Cialdini and Chris Voss, these reads will help you build mindset and skills to close more deals.
B2B sales
31 buying signals that show your prospect is interested
Identify and leverage 31 crucial buying signals to close more B2B deals. This guide categorizes signs from prospect calls, email outreach, and company insights—like new funding or leadership changes. Master how to spot interest through website behavior and social media to focus on the right leads.
B2B sales
9 proven cold email templates for B2B lead generation
Master your B2B outreach with these nine proven cold email templates. From AIDA and PAS to storytelling with the SAS formula, this comprehensive guide covers everything you need to know. Learn best practices for subject lines, personalization, and using quality data to increase your reply rates.
B2B sales
9 ways to use digital body language in cold outreach
Master digital body language to transform your cold outreach and build trust with prospects. Learn nine actionable strategies, from leveraging industry trends and social proof to using the Sandler pain funnel. Streamline sales by communicating clearly and providing value at every touchpoint.
B2B sales
16 cold email subject line tips for higher open rates
Boost your cold email open rates with these 16 expert subject line tips. Learn how to craft short, mobile-friendly headlines, use psychological triggers like urgency and curiosity, and avoid common spam filters. Master personalization and A/B testing to create high-performing outreach campaigns.
B2B sales
A complete glossary of B2B sales and marketing terms
Navigate the complex world of B2B sales and marketing with our comprehensive glossary of technical and informal terms. Stay updated on the latest industry jargon and essential concepts to sharpen your strategy. This guide helps professionals master the language of modern business development.
B2B sales
How to avoid an email blacklist and remove your IP
Learn how to protect your sender reputation by understanding email blacklists. This guide covers the different types of IP and domain blacklists, common causes like high bounce rates and spam complaints, and actionable tips to stay off them. Plus, discover how to use email warm-up for outreach.
B2B sales
How to run a sales discovery call, step by step
Master the art of the discovery call with this comprehensive guide. Learn how to research prospects, adopt the right mindset, and ask the right qualifying questions to determine business fit. Follow our proven five-step structure to establish relationships and move your sales process forward today.
B2B sales
How to follow up after a reply to your cold email
Learn how to effectively follow up after a prospect replies to a cold sales email. This guide covers how to qualify leads as SQLs or MQLs, set specific goals like demos or resource downloads, and strike the right balance of aggressiveness to guide prospects successfully through your sales funnel.
B2B sales
9 ways to lower your B2B customer acquisition cost (CAC)
Understand Customer Acquisition Cost (CAC) and its importance for business growth. This guide explains how to calculate CAC and provides nine actionable strategies to lower it, including optimizing your website, using sales automation, and focusing on high-quality leads to improve your ROI.
B2B sales
Intent data: what it is and how to use it in B2B
Discover the power of intent data for B2B sales and marketing success. Learn the key differences between first-party and third-party data and how they improve lead scoring, account-based marketing, and customer retention. Hubsell helps you track behavioral signals to shorten your sales cycles.
B2B sales
12 lead qualification methods and when to use them
Boost your sales efficiency by mastering lead qualification. This comprehensive guide explores 12 proven methodologies, including BANT, MEDDIC, and SPIN, to help you identify high-fit prospects early. Learn how to leverage automation and ideal customer profiles to improve your close rates.
B2B sales
Message-market fit: how to scale outbound that converts
Achieve message-market fit and supercharge your outbound sales with this 3-step framework. Learn how to know your prospects using B2B data, map product features to customer value, and create hyper-personalized content. Master the art of resonance to attract the right leads and scale your sales.
B2B sales
14 common cold outreach mistakes and how to avoid them
Avoid these 14 common cold outreach mistakes to grow your customer base. This guide covers essential tips for data segmentation, personalizing email copy, optimizing sending processes, and using multi-channel strategies. Learn how to improve deliverability and boost your positive reply rates.
B2B sales
6 reasons you need a B2B data enrichment process
Data enrichment is the key to B2B success. This post explores how CRM enrichment enhances your data with vital variables to improve engagement, skyrocket conversion rates, and speed up your sales funnel. Learn how to eliminate data decay, ensure GDPR compliance, and choose the right data provider.
B2B sales
11 sales development skills every SDR should master
Master the SDR role with 11 essential tips to shift from spray and pray to sales engineering. This guide covers building a B2B tech stack, perfecting copywriting and cold calling, and using multi-channel outreach to build trusted relationships and scale your lead generation success effectively.
B2B sales
13 B2B sales methodologies for complex deals
Explore thirteen powerful B2B sales methodologies designed to close complex deals and drive revenue. From SPIN Selling and The Challenger Sale to modern signal-based approaches, this guide reviews the core principles, unique benefits, and practical applications of each strategy to help your team suc
B2B sales
15 sales movies every salesperson should watch
Explore the diverse world of sales through these 15 iconic movies. From the high-pressure real estate of Glengarry Glen Ross to the entrepreneurial drive in The Founder, this list covers essential dramas and comedies that showcase the ethics, persistence, and reality of the sales profession.
B2B sales
The sales skills that make a top salesperson
Success in B2B sales requires tailoring your skills to your specific market. This post explores essential traits for enterprise sales, such as credibility and patience, versus low-price sales needs like assertiveness and emotional connection. Learn how to optimize your process and close more deals.
B2B sales
6 ways to use video in your B2B sales strategy
Discover how video content can transform your B2B sales process. From personalized sales videos and product demos to webinars and video testimonials, learn how to capture prospect attention, build trust, and close more deals. Stay ahead by incorporating video throughout the entire buyer journey.
B2B sales
11 sales tips to raise your close rate
Master B2B sales with 11 essential tips for the modern landscape. Learn to differentiate from competitors, use qualified data, and leverage sales automation. This guide covers everything from storytelling and preparation to navigating pricing and catering to millennial buyers for better results.
B2B sales
11 ways to use social selling on LinkedIn for B2B
Social media is a powerful tool for B2B growth, but it requires a strategic approach rather than expecting overnight results. This post explores how salespeople can effectively fill their pipelines by leveraging social platforms to build relationships and drive sustainable business results.
B2B sales
Too many top-of-funnel sales tools? How to simplify
Discover how SDRs and BDRs can overcome cognitive overload caused by using too many specialized sales tools. This post explores the challenges of tool fragmentation, such as steep learning curves and context switching, and offers actionable steps like tech consolidation and leveraging AI.
B2B sales
The best B2B CRMs to choose from
Explore our comprehensive and regularly updated guide to the best B2B CRMs. Whether you are looking to purchase a new subscription, switch providers, or stay informed on industry trends, this deep-dive analysis offers essential insights for companies of all sizes to optimize their sales process.
B2B sales
How to close a B2B deal: 6 must-have skills
Master the bottom of the funnel to close more B2B deals. This guide covers essential BOFU steps: consulting customers with active listening, negotiating for win-win outcomes with assertiveness, creating contracts with legal know-how, and using persuasion to mitigate last-minute buyer anxiety.
B2B sales
How to follow up after a B2B demo and close the deal
Master the post-demo follow-up stage with these five essential guidelines to increase your closing rate. Learn why you should never assume a deal is done until the money is in the bank, how to provide value with product info, and the importance of giving prospects space while knowing when to re-enga
B2B sales
How to give a product demo that converts prospects
Master the art of B2B sales demos with this comprehensive guide. Learn how to structure your presentations, from the ideal 30-60 minute length to involving the right decision-makers. Improve your closing rates by assessing lead fit, handling objections professionally, and following up effectively.
B2B sales
How to sell to manufacturing companies
The manufacturing industry faces significant challenges post-pandemic, from revenue recovery to supply chain streamlining. Based on the 2021 State of Manufacturing Report, 91% of leaders are increasing digital transformation investments while 68% prioritize building supply chain resilience.
B2B sales
How to sell to pharmaceutical companies
Explore the rapid growth of the global pharmaceutical manufacturing market, valued at USD 404.1 billion in 2020. This post delves into the key drivers behind this expansion, including technological advancements and increasing healthcare needs, and what they mean for the future of the industry.
B2B sales
Sales advice from 28 top B2B sales experts
Discover 50 impactful quotes from B2B sales experts like Mark Hunter and Aaron Ross. This blog post compiles essential advice on building relationships, mastering business acumen, and adopting buyer-centric strategies to help both new and experienced salespeople excel and reach the next level.
B2B sales
5 simple ways to increase B2B sales productivity
Boost B2B sales productivity with these five essential strategies. Learn how to generate higher-quality leads, automate repetitive sales tasks, and invest in the right tools. By measuring key metrics and using lead scoring, you can scale faster, improve ROI, and create a happier sales team.
B2B sales
4 sales prospecting techniques to avoid in B2B
Optimize your B2B outreach by avoiding common prospecting mistakes. This guide explores why you should stop using cheap bulk data, skip in-house data teams, and automate your process. Learn to use market segmentation and rich lead variables to boost your campaign ROI and domain health.
B2B sales
Data quality in B2B sales: sources, pitfalls, and fixes
High-quality data is essential for B2B sales success. This post explores common data pitfalls like duplicates and inaccuracies, identifies reliable sources like LinkedIn and company sites, and outlines best practices for validation and maintenance to reduce bounce rates and boost efficiency.
B2B sales
How to split your sales and marketing budget
Optimize your sales and marketing budget by understanding key factors like deal size, product complexity, and competition. This guide explores how to balance inbound and outbound strategies to drive growth, increase ROI, and reach your target market faster with the right budget allocation.
B2B sales
How to build a B2B ideal customer profile (ICP)
Learn how creating an ideal customer profile (ICP) enhances B2B sales. This guide explores company and decision-maker factors like industry, size, and seniority. Discover how a well-defined ICP enables increased personalization, market specificity, and optimized product-market fit for campaigns.
B2B sales
How Salesforce and Udemy grew with outbound lead generation
Discover how Salesforce and Udemy used outbound lead generation to scale growth. Learn about Aaron Ross's Cold Calling 2.0 and the downward referral tactic that streamlined sales processes. Explore how creative, out-of-the-box approaches can boost growth metrics and lead to high-quality sales.
B2B sales
How to handle rejection in sales: 8 practical strategies
Master the art of handling sales rejection with eight effective strategies. This guide covers creating routines, adjusting goals, and using technology like CRMs and automation tools to build resilience. Learn to evaluate rejections as learning opportunities and maintain a growth-oriented mindset.
B2B sales
How to run multichannel cold outreach in B2B
Discover why multi-channel cold outreach outperforms single-channel methods in B2B sales. This post explores essential channels like email, LinkedIn, and cold calling, while providing a step-by-step guide to mastering parallel outreach and using congregation tools to maximize your lead generation.
B2B sales
How to follow up in a cold outreach campaign
Master the art of cold outreach follow-ups with this comprehensive guide. Learn the three stages of follow-up, how to structure messages for prospects who didn't read or aren't convinced, and the best timing for emails. From value-added tips to the "goodbye" message, optimize your B2B sales.
B2B sales
How to sell printing services with outbound sales
Learn how outbound sales can revolutionize your printing business. This guide covers overcoming high competition and digital shifts through targeted buyer personas, high-quality B2B data, and omnichannel outreach. Master personalization and automation to build a robust sales pipeline today.
B2B sales
How to sell to financial services companies
Discover how the financial services industry is evolving through AI, blockchain, and digital adoption. This guide covers how to leverage high-quality B2B data and multichannel outbound sales -via email, LinkedIn, and phone - to effectively target, personalise, and win new financial customers.
B2B sales
How to sell to the construction industry
Explore the rapid expansion of the global construction industry, which reached a valuation of USD 11.4 trillion in 2019. Despite recent global challenges, market data indicates a continued upward growth trajectory. Stay informed on the evolving trends and statistics shaping this massive sector.
B2B sales
How to write cold email subject lines that get opened
Boost your cold email open rates by mastering subject lines. This guide outlines four essential rules: avoid spam or clickbait, keep length to about 60 characters, use relevant symbols or numbers, and leverage personalization. Includes real-world examples to help you generate more sales leads.
B2B sales
Cold calling lessons and why to move to automated outreach
Explore why traditional cold-calling is failing in modern sales and discover the benefits of transitioning to automated outbound mailing. This article highlights key issues like low scalability and intrusiveness, offering a more flexible, personalized, and efficient alternative for your team.
B2B sales
How millennial buyers are changing B2B sales
Millennials are redefining B2B sales with their tech-savvy preferences and focus on digital-first experiences. This generation prioritizes convenience, data-driven insights, and peer reviews over traditional sales tactics. Learn how B2B businesses are adapting through automation and video content.
B2B sales
Outbound sales conversion rates to aim for, and how to hit them
Learn how to measure and optimize key B2B cold outreach metrics to boost your sales performance. This guide covers recommended targets for open rates, bounce rates, and reply-to-demo ratios based on hubsell's extensive campaign data. Improve your bottom line by tracking what works and adjusting.
B2B sales
The best sales and marketing courses for your team
Discover the best online sales and marketing courses to advance your career. From short introductory sessions to in-depth master programs, this guide covers top-rated training in prospecting, negotiation, digital marketing, SEO, and content strategy from providers like HubSpot, Google, and Udemy. Fi
B2B sales
7 steps of outbound sales you should automate
Streamline your B2B outbound sales by automating repetitive tasks. This guide covers seven key areas to automate, including data curation, cold outreach, follow-ups, and lead scoring. Free up your sales team to focus on high-value human interactions like negotiation and closing deals effectively.
B2B sales
How to cut tool sprawl in your outbound sales stack
Stop drowning in tool madness. SDRs often juggle multiple platforms for data, outreach, and CRM syncing, leading to costly context switching and lost productivity. Hubsell consolidates your B2B outreach into one unified dashboard with accurate data and AI tools to help you focus on selling.
B2B sales
9 subject line tips for higher cold email open rates
Optimize your B2B cold outreach with nine essential subject line tips to achieve open rates between 40% and 70%. Learn to balance character length, avoid spam words and clickbait, leverage personalization, and use A/B testing to ensure your messages resonate and drive positive engagement.
B2B sales
8 use cases where cold outreach is your best tactic
Discover 8 powerful use cases for cold outreach beyond outbound sales. This guide covers accelerating enterprise sales, entering new markets, testing product-market fit, and modernizing cold calling. Learn how to leverage automation for recruitment, link building, and connecting with investors.