B2B Reads: Growth Strategies, Handling Objections, and More


In addition to our Sunday App of the Week feature, we also summarize some of our favorite B2B sales & marketing posts from around the web each week. We’ll miss a ton of great stuff, so if you found something you think is worth sharing please add it to the comments below.

Company Growth Strategy: 7 Key Steps for Business Growth & Expansion by Sujan Patel
Controlled, sustainable growth is the key to successful businesses. Industries are constantly changing, and it is the responsibility of companies to adapt to these changes. Without a growth strategy, you’re at the mercy of a fickle consumer base and market fluctuations.

6 B2B Sales Strategies that High-Growth Teams Use to Crush Targets by Anthony Iannarino
When your team doesn’t have a solid strategy in place, you may struggle with challenges related to alignment, effectiveness, efficiency, and more. A strategy can help you unify your team and encourage best practices.

7 Winning Steps for Effective Objection Handling by Marcus Chan
The key to effective objection handling is using a question-based framework that puts the prospect at ease. When done tactfully, the prospect will come to their own conclusion that moving forward is the best decision.

Running Into the Same Objections Over And Over Again? Try this Tactic! by David Priemer
If our goal is to circumvent the harmful effects of an objection we know is highly likely to surface, we would be well-served to proactively raise and address it to build our customer’s immunity to it should it surface later or should they hear it from another source.

Strategic Sales Enablement: How to Uplevel Your Program & Drive Real Results by Kathryn Aragon
What does it take to start or scale a successful sales enablement program? In this guide, we’ll cover the four areas of focus that are essential to a program that drives real results.

How High Tech Delivers Buyer-led Experiences from Adobe Experience Team
B2B buyers want to lead their experiences while also being provided with content that feels like it was made only for them. Balancing those variables is a complex process, but it can be simplified with the right resources.

4 Strategic Changes CROs Are Making to Enable a Deep Sales Culture by Sean Callahan
Chief revenue officers and other sales leaders are reshaping their sales organizations to ensure that sellers can take a deep sales approach to connecting with buyers. Here’s a closer look at four strategic changes sales leaders are making to build a deep sales culture.