Create a Robust and Efficient B2B Sales Strategy

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Platforms like Hubspot, Pipedrive, or Zoho CRM can furnish these automation features. By embracing automation, you not only escalate efficiency but also promise a seamless and bespoke experience for your clients. As the adage goes, time equates to money, and automation saves an abundance of both.


In summary, the B2B SaaS sales landscape is unique, presenting its own set of challenges and opportunities. As we’ve discussed, several key strategies can help you succeed in this environment. By understanding the market’s characteristics, adopting a customer-centric approach, and leveraging effective lead-generation tactics, you’re already a step ahead.
Are your customer acquisition cost (CAC) trends cringeworthy?

You’re not alone. CAC has increased for B2B tech companies by nearly 70% from 2013 to 2019. Over the past two years, the lack of face-to-face interactions has only worsened the problem as marketing expenses are climbing and incoming customers are descending.

So how do you know when your customers are too costly to convert?

The industry standard states that if your customer lifetime value (CLV) is three times your acquisition cost (3:1), you are in great shape. But if you see the gap between your CAC and CLV closing, profitability starts to dwindle and sustainability is jeopardized.

It’s enough to make any business owner a bit skittish, but all is not lost. With a few adjustments to your marketing and sales strategies, you can cut down on expenses associated with gaining new clients and improve your company’s value.

To equip you with the most cost-effective customer acquisition strategies for your tech company, we collaborated with two of our top-producing sales executives at Martal Group who drive business development for our clients.

Let’s take you through Robyn Orsini and Anand Pandey’s processes for bringing in new clients, and how you can help your sales and marketing teams start implementing these tactics today.

Develop an Account-Based Marketing Strategy
Since B2B buyers have more control over if and when they talk to croatia cell phone number database sellers, mass blast campaigns have become increasingly less effective at obtaining clients. And while targeting specific demographics can yield a crop of customers over time, the journey from awareness to purchase can be full of sales droughts.

Many of the companies we work with struggle with this very dilemma.

To solve this problem, Anand Pandey implemented an account-based marketing (ABM) strategy that sky-rocketed his sales-qualified leads from 10 to 49 per month, for one of Martal Group’s clients. Here is how to get started.

Take a Different Approach to Building Buyer Personas
First things first, sales and marketing need to dive deep into each buyer’s personas. While most personas focus heavily on demographics such as job title, company size, and so forth, Anand’s success has stemmed from understanding the psychology behind the purchase.

Anand urges sales representatives to, “… go beyond features, functions, and benefits and understand what these folks are tasked with, what frustrates them and is keeping them up at night.”