Discover folk - the CRM for people-powered businesses
What if your sales team could close 2x more deals—without hiring, cold spamming, or burning your ad budget?
Today’s top-performing teams aren’t working harder.
They’re working smarter—with a lean CRM, laser-focused targeting, and a bulletproof sales workflow.
This isn’t about hacks. It’s about strategy.
Learn how to increase B2B sales using actionable tactics, automation, and real-world examples that convert. From inbound to outbound, solo founders to full teams—everything you need to scale is right here!
What Is B2B Sales?
💡 B2B sales (business-to-business sales) refers to transactions where one business sells products or services to another business. Unlike B2C sales, B2B sales involve longer sales cycles, multiple stakeholders, and higher-value deals.
10 Proven Strategies to Increase B2B Sales
1. Define Precise Buyer Personas
Understanding your ideal customer is crucial to increasing B2B sales. A vague target leads to poor-fit leads. Start by defining clear buyer personas based on:
- Demographics: Industry, company size, location (e.g. SaaS startups, 11–50 employees, US-based)
- Roles: Decision-makers and influencers (e.g. Head of Sales, Operations Manager)
- Pain Points: Workflow inefficiencies, slow deal cycles, tool fatigue
- Goals: Revenue growth, CRM adoption, sales efficiency
💡 Pro Tip: Use your CRM data to analyze your top 20% of clients generating 80% of your revenue. What do they have in common? Build your personas around them.
2. Align Sales and Marketing Teams
Companies with tightly aligned sales and marketing functions achieve 36% higher customer retention and 38% higher sales win rates.
To achieve this:
- Set Joint Revenue Targets: Don’t measure marketing on MQLs and sales on revenue. Align both teams on pipeline and closed-won goals.
- Run Weekly Syncs: Review pipeline stages, share campaign insights, flag bottlenecks.
- Create SLAs (Service-Level Agreements): Define the handoff process, lead qualification criteria, and response timeframes.
💡 Pro Tip: Use your CRM as the single source of truth. folk CRM’s collaborative approach makes this easier by letting both teams share context and activity history in real time. 👉 Try folk CRM for free
3. Focus on Solving Customer Pain Points
Too many sales teams pitch features instead of outcomes. But the truth is: features don’t sell—solutions do.
Instead of saying:
“We offer automated workflows and team collaboration features,”
Say:
“Our clients save 6 hours/week by automating manual follow-ups and aligning their teams on one shared pipeline.”
Map your pitch to key pain points like:
- Cost-related: “You’re spending $2K/month across 3 tools. We consolidate them in one platform.”
- Productivity-related: “Your reps spend 30% of their time on admin? Here’s how to cut that in half.”
- Visibility-related: “Not sure where deals stand? Our dashboards give you live updates by rep, stage, and region.”
💡 Pro Tip: Create a value matrix for each persona: Problem → Impact → Solution → Benefit. Use it in pitches, emails, and proposals.
4. Implement Multi-Channel Prospecting
Prospecting through a single channel is like fishing with one hook. In 2025, effective B2B outreach uses at least 4 coordinated channels:
- Email: Write short, value-driven sequences. Personalize with their company news, recent posts, or product gaps.
- LinkedIn: Engage first (comment or like), then message. Offer insights, not demos upfront.
- Cold Calling: Use after engagement or email open. Voicemails + calls increase conversion by 33%.
- Retargeting Ads: Run LinkedIn or Google Display ads to warm prospects who've clicked but not converted.
💡 Pro Tip: Mix touchpoints over 10–12 days. Sequence example:Day 1 – Email
Day 2 – LinkedIn connect
Day 3 – Comment on a post
Day 4 – Follow-up email
Day 5 – Cold call
Day 8 – Retargeting ad
5. Leverage Data and Analytics
What gets measured gets improved. Yet, over 40% of B2B companies don’t have full visibility into their sales funnel (CSO Insights).
To fix that:
- Use lead scoring: Assign scores based on engagement (email opens, page visits) and fit (title, industry). Prioritize your outreach.
- Track sales velocity: [(Opportunities × Win Rate × Deal Size) / Sales Cycle Length] — this metric alone can help you find where you lose time.
- Optimize conversion points: Use heatmaps and CRM data to see where leads drop.
💡 Pro Tip: Use folk to segment your deals by lifecycle, and track outreach performance per segment to double down on what works.
6. Invest in Sales Training and Tools
You wouldn't let a surgeon operate with no training. So why let your reps sell without sharpening their skills?
Top-performing orgs invest 20–30 hours per quarter in rep training. This includes:
- Live roleplays with real objections
- Product deep dives to handle technical questions
- Call breakdowns to identify improvement points
Also, arm them with:
💡 Pro Tip: Build a “revenue enablement wiki” with past email templates, win stories, call scripts, and objection-handling responses.
7. Utilize Warm Calling Techniques
Cold calls? Meh. But warm calls? That’s where B2B sales magic happens. Calls made to leads who have engaged previously can have a response rate up to 10x higher.
Before dialing:
- Review CRM notes: last touchpoint, objections, status
- Start with context: “Hey John, I saw you downloaded our sales automation checklist last week…”
- End with a micro-CTA: “Does it make sense to book 10 minutes to show you how X improved their response rate by 40%?”
💡 Pro Tip: Schedule warm calls within 24–48 hours of engagement (e.g., content download or email open). Strike while the lead is warm.
8. Implement Account-Based Marketing (ABM)
ABM is not about more leads. It’s about better ones.
87% of marketers say ABM delivers higher ROI than any other strategy. Here’s how to run it:
- Identify 20–50 dream accounts that match your ICP perfectly
- Build custom landing pages, email sequences, and content for each segment
- Assign dedicated SDRs or AEs to these accounts and sync with marketing for full-funnel personalization
💡 Example: For a high-growth HR tech company, create a landing page featuring testimonials from other HR tech clients, a tailored demo video, and a PDF case study relevant to their market.
9. Incorporate Video Content
Buyers retain 95% of a message when watched in video vs. 10% when read. Yet, few B2B orgs use video to its full potential.
Use video for:
- Email Outreach: Add a 30-second Loom introducing yourself and how you can help
- Demos: Show how your tool solves their specific use case
- Social Proof: Short clips of customers explaining tangible results (“We saved 10 hours/week and tripled demo bookings”)
💡 Pro Tip: Add “Video from [Your Name]” in your email subject line—boosts open rate by up to 19%!
10. Optimize Your Website for Lead Generation
Your website should be your #1 lead gen asset—yet 70% of B2B sites aren’t optimized for conversions.
Fix this by:
- Adding above-the-fold CTAs (book a demo, get a free audit, download guide)
- Creating SEO-optimized landing pages for each persona and feature
- Implementing live chat with lead routing (e.g. Drift, Intercom)
💡 Pro Tip: Set up heatmaps (e.g. Hotjar) to see where users drop off and A/B test headlines and CTA buttons to boost conversions.
Quick Wins to Start Increasing B2B Sales Today
- Audit your current sales pipeline for friction points
- Create 3 new outreach email templates based on top-performing ICPs
- Segment your CRM for warm leads and set up an automated follow-up flow
- Schedule a sales & marketing alignment meeting this week
- Launch one account-based campaign targeting top 5 high-LTV prospects
Best Tools to Increase B2B Sales
1.folk CRM
folk CRM is a lightweight, flexible CRM designed for various use cases like sales, fundraising, and partnerships. It offers powerful features such as email sequences and a Chrome extension for easy contact addition from platforms like LinkedIn, Instagram, X, and Gmail.
Pros
- Exceptional LinkedIn integration and Chrome extension.
- Highly customizable platform.
- Responsive customer support.
- User-friendly interface.
- Effective email sequence management.
Cons
- Basic pipeline management.
Pricing
- Standard: $20/month/user
- Premium: $50/month/user
- Custom: $80/month/user
2. Apollo.io
Apollo.io is a widely used prospecting tool offering a database with over 275 million professional contacts. It provides advanced filters, AI recommendations, and integrates with various tools like Salesforce and HubSpot.
Pros
- Extensive contact database with advanced filtering options.
- AI-driven recommendations for prospecting.
- User-friendly interface.
- Prompt customer support.
Cons
- Limited export credits despite a large database.
- Claims of unlimited email credits are subject to fair use policies.
- Higher pricing tiers may be expensive for some users.
Pricing
- Free: $0/user/month.
- Basic: $49/user/month.
- Professional: $79/user/month.
- Organization: $99/user/month.
3. Lusha
Lusha is a prospecting tool focused on finding verified B2B contacts, particularly in North America and Europe. It offers a Chrome extension, data compliance with GDPR and CCPA, and integrates with platforms like Salesforce and HubSpot.
Pros
- Affordable pricing plans.
- In-depth prospect information.
- Simple email outreach capabilities.
- API for CRM data enrichment.
Cons
- Data accuracy concern
- Limited database compared to competitors.
- Geographical limitations to North America and Europe.
Pricing
- Free: $0/user/month.
- Pro: $36/user/month.
- Premium: $59/user/month.
- Custom: Tailored pricing with unlimited credits.
4. Zoho CRM
Zoho CRM is a cost-effective solution for small to medium businesses, offering features like journey orchestration, omnichannel tracking, and analytics. It integrates well with other Zoho products and third-party apps.
Pros
- Affordable and flexible pricing.
- Highly customizable workflows.
- Strong data security and privacy compliance.
- Prompt customer support.
Cons
- User interface may feel outdated to some users.
Pricing
- Standard: $14/user/month.
- Professional: $23/user/month.
- Enterprise: $40/user/month.
- Ultimate: $52/user/month.
5. Salesloft
Salesloft is a robust platform for managing sales cadences, analyzing engagement, and streamlining prospecting workflows. Widely used in B2B and enterprise sales teams, Salesloft comes with intuitive features and templates, reducing setup time for teams.
Pros
- Advanced sales cadence workflows
- Conversation intelligence and deal tracking
- Integrates with major CRMs like Salesforce and HubSpot
- Robust analytics for sales coaching
Cons
- Pricing is on the higher end
- Can be complex for smaller teams
- Learning curve for new users
Pricing
Starts at $75/user/month (billed annually). Full pricing is available via contact with Salesloft’s team.
6. Gong
Gong is a revenue intelligence platform that captures and analyzes customer interactions across calls, emails, and meetings. It helps teams understand what top performers do differently, and improves win rates by offering real-time sales coaching.
Pros
- Industry-leading call transcription and analysis
- Detailed sales insights to improve performance
- Works across your entire sales stack
- Excellent for large sales teams and data-driven orgs
Cons
- Requires commitment to see ROI
- Expensive for small businesses
- Limited utility for early-stage companies
Pricing
Gong’s pricing is not publicly listed. It typically starts around $100+/user/month, with custom quotes for each organization.
7. Hunter.io
Hunter.io is a simple, effective tool for finding professional email addresses and verifying them. It's a favorite among outbound sales teams and recruiters needing to build prospect lists fast.
Pros
- Fast and accurate domain-based email search
- Email verification reduces bounce rates
- Simple API for CRM and outreach tools
- Straightforward UI, easy to use
Cons
- Limited to email; no phone or firmographic data
- Lower accuracy on niche or private domains
- Free tier has very limited credits
Pricing
- Free: 25 searches/month
- Starter: $49/month
- Growth: $99/month
- Pro: $199/month
- Business: $399/month
8. Drift
Drift is a conversational marketing and sales platform designed to accelerate B2B buying through chatbots, live chat, and AI-powered engagement. It's ideal for companies wanting to engage visitors in real-time and route leads to the right reps.
Pros
- Advanced chatbots and live chat
- Great for enterprise lead qualification
- AI intent scoring and personalization
- Integrates with CRMs and ABM platforms
Cons
- High cost of entry
- Complex setup for non-tech teams
- Better suited for mid-market to enterprise
Pricing
Drift doesn’t publish pricing publicly. Expect entry-level plans to start around $2500/month, with custom pricing for full features.
FAQ: B2B Sales, Inbound, and Sales Workflows
What are inbound sales strategies?
Inbound sales strategies focus on attracting prospects through content, SEO, social proof, and nurturing tactics rather than direct outreach. The goal is to educate and guide leads until they’re ready to talk to sales. Common inbound tactics include:
- Content marketing (blogs, guides, whitepapers)
- SEO and keyword targeting
- Lead magnets and gated content
- Email nurturing workflows
What is a sales workflow?
A sales workflow is a structured sequence of steps your sales team follows to move leads from awareness to conversion. It typically includes:
- Lead generation
- Lead qualification (using your CRM)
- Outreach (cold or warm)
- Discovery calls and demos
- Proposal and negotiation
- Closing and onboarding
Automating parts of this flow (like follow-ups or lead scoring) can significantly boost efficiency.
How do you create a winning B2B sales strategy?
You need a blend of:
- Strong ICP targeting (via CRM data)
- Effective messaging (problem-solving, value-first)
- Multi-channel outreach
- Inbound & outbound synergy
- Constant iteration using analytics
Which industries benefit the most from B2B sales strategies?
B2B sales strategies are especially crucial for:
- SaaS companies
- Agencies and consultancies
- Professional services
- Manufacturing and logistics
- Tech startups
Each requires a tailored approach, but the core principles remain the same.
Conclusion
Scaling B2B sales isn’t about pushing harder — it’s about working smarter. Use the tools and strategies above to optimize every stage of your sales workflow, from prospecting to closing. With the right CRM (👋 hey folk), aligned teams, and sharp execution, growth becomes inevitable.
Need help refining your outreach strategy? folk CRM is built to help startups and small teams turn leads into loyal customers — faster.
Discover folk CRM - Like the sales assistant your team never had
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