10 B2B Sales Tips To Close Deals Faster

In B2B sales, the difference between a good and a bad quarter can be in 1 high-ticket deal.

In this guide, we’ll go over actionable B2B sales tips that we sourced from internal and external sales experts, as well as not-so-obvious mistakes you should avoid.

What Are The Top B2B Sales Tips For 2025?

Here are the 10 best B2B tips that we gathered from our sales team and industry-leading experts in sales:

Tip #1: Use Digital Sales Room Software

Digital sales rooms allow you to close more B2B deals by giving your clients a single, organized space for every resource, update, and next step in the buying process.

Your sales team can send out sales rooms to your prospects to control the narrative, build momentum, and close more high-value deals.

Sales room software like Arrows (our platform) makes deal management easier with milestone tracking and providing you with real-time updates.

Built with a best-in-class HubSpot integration, Arrows sales rooms equip your sellers with:

• Engagement activity sync back into your HubSpot account in real-time, including creating and associating new contacts discovered with the deal in the CRM.
• Real-time alerts of when tasks are completed or when your prospects ask questions in the sales funnel.
• Next meeting sync: A component that stays up-to-date in real-time based on your next scheduled meeting in HubSpot. You would not have to rely on link-dumping.

• Resource sharing: Consolidate all resources and data about each prospective client.
• Track buyer engagement: See which prospects are viewing the sales rooms in real-time.

💡 Our customers achieve a 44% higher win rate with our sales rooms than the average win rate for deals over the last 12 months.

How To Set Up Arrows Sales Rooms In HubSpot

Once activated in your HubSpot account, Arrows sales rooms can be set up from any existing deal that you have in the CRM.

You can edit and publish the digital sales rooms directly through Arrows, which lets you personalize each room to your prospects.

Your sales team will then receive updates on room engagement, including views and updates, via the deal’s activity feed.

💡 You can link sales rooms in email snippets sent from your HubSpot account, keeping everything connected.

Arrows lets you customize the room’s content based on your prospect’s needs and HubSpot data to personalize the sales rooms to each client.

➡️ You can equip champions with perfectly packaged information that they can share with their internal teams with confidence.

❗Note: Arrows was built for teams that run on HubSpot.

Case Study: How Roobrik Is Closing More B2B Sales With Arrows Sales Rooms

Roobrik transformed its post-demo process by changing its approach from a feature and resource ‘’dump’’ to a more dynamic and collaborative workspace with Arrows sales rooms.

The B2B brand can close more high-value deals by delivering a unified client journey - from the first touch to ongoing customer success.

Learn more about how they did it with Arrows:

Tip #2: Research & Understand Each Prospect’s Needs

You’ll need to understand each one of your prospects so you can address their specific needs and build trust.

According to Christian Polk, closing sales is about understanding that your prospects have needs, desires, and problems that you need to help them solve.

Instead of pushing your leads to buy and sending them excessive follow-up emails asking if they are ready to make the decision, you need to help your prospects find what their problems are and propose a plan to solve them.

Tip #3: Build Trust Through Relationship Building

One of the best ways to build trust with your prospects is to build a better relationship with them through:

• Finding common ground of interests.
• Meeting in person.
• Actively listening to them and understanding their pain points.

➡️ If your prospects are in the same city or country as you, then you should consider asking them for an in-person meeting.

These meet-ups are a good way to connect on a more personal level with your leads and also build rapport outside of business talk.

In fact, research shows that 87% of managers believe that in-person meetings are important for nurturing strong business relationships.

These are standard strategies to get clients to convert but to retain your clients for the years to come, Anton Zubarev argues that regular touchpoints after the deal are important.

According to the founder, if you want to build trust in the long term and retain that client, you don’t need to go ‘’radio silent’’ on them after the deal closes.

It can be in the form of sending out product updates or scheduling catch-up calls every now and then to keep in touch with how the product is working out for them.

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Tip #4: Present Tailored Solutions

According to Anton Zubarev from the previous point and Tiffany Leung, personalizing your approach to each one of your clients demonstrates that you understand their problems.

For consulting companies that could mean presenting a tailored solution on how to increase revenue, while for B2B companies that can be customizing your platform to fit your prospect’s requirements.

That also means tailoring your sales content (e.g., case studies) to your customer’s industry, challenges they are facing, and problems.

💡 Digital sales rooms are the ideal place to create a white-glove selling experience for prospects.

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Tip #5: Position Your Solution As a Change-Maker

When you are selling B2B solutions to your prospects, you are essentially trying to change the way they work and do business.

From adopting artificial intelligence to becoming more data-driven in their marketing approach, B2B salespeople need to lead the change management for their prospects.

➡️ For example, the sales team at Arrows is trying to change the way other sales teams communicate with their prospects by introducing digital sales room software.

The change management process is how to move from long email chains and excessive follow-up emails to a dynamic page that keeps prospects engaged.

➡️ Another example is Jellyfish, a digital marketing agency that is transforming the ways old companies are doing marketing.

The goal with their clients is to shift traditional marketing (e.g., billboards, radio ads, and TV ads) to digital marketing channels, such as influencer marketing and digital advertising.

Tip #6: Handle Pricing Objections Like a Pro

No matter how good your product or service is and how many problems it can resolve, your brand will still be met with pricing objections.

According to Shawn Casemore, learning how to price objections is one of the core pillars of succeeding in B2B sales.

The sales expert argues that the best way to approach pricing objections is to be prepared to calculate the return on investment that your prospect will get from a product or service.

If you give out a quote that costs your customers $10,000 a year to solve their problem, you’ll need to be prepared with how much they are approximately going to make back from that investment.

➡️ After all, when they go back to their boss, they need to internally sell your product as well. Your prospects also need to justify the cost of your product.

For example, ZigZag Global offers an ROI calculator of their paid returns feature where they are enabling their prospective customers to visualize how much they are going to potentially make from that feature.

Tip #7: Use Case Studies & Testimonials

Your B2B brand will need to build out case studies and collect testimonials so you can use them in your conversations and pitches.

This will allow you to build authority early on in the buying journey and will prove to your customers that you can solve their problems.

➡️ Ideally, your sales team needs to be prepared with case studies and testimonials for different industries and departments to accommodate different clients and product use cases.

These testimonials and case studies can then be embedded into your website and serve as social proof to early-stage leads.

💡 We at Arrows prefer using video testimonials where our clients go into deeper detail about their problems and how they were solved with our sales enablement solution.

Tip #8: Do More Effective Follow-Ups

Grant Jones, our founding account executive, believes that follow-ups are where B2B deals can be won - and lost.

When he is faced with the issue of ‘’soft next steps’’ (e.g., ‘’we need to sync internally’’) he proposes a few tips on how to approach it:

• Ask when is a good time to follow up - instead of following the standard follow-up after 2-3 business days approach, you can ask your leads for a good time to follow up on them.
• Ask what is a good medium of following up - instead of forcing meetings, you can put a placeholder meeting in the calendar alongside asking if following up on email is fine with them.
• Ask them what they believe the next steps are for their business - instead of forcing your own next steps, you need to enable your leads to give you their next steps so they can own them (e.g., ‘’We will have made a decision by Thursday’’).

💡 Our in-house sales expert also believes that these questions open the door for deeper customer discovery, such as what factors they are considering when making a decision.

Tip #9: Ask For Referrals

One of the best ways to increase your B2B sales is to simply tap into your existing happy clients and ask them for referrals.

Referrals leverage the fact that your clients are already seeing positive results from your solution, and are going to pitch to a friend or acquaintance your solution (and results).

➡️ This will allow you to generate high-intent leads that are already pre-qualified since your customers would have already gone through the qualification process and initial pitching for you.

Lottie Taylor from Amplemarket provides us with an insight on when to ask for a referral: When your customers are at their happiest with your product or service.

For example, that could be:

• After hitting a specific milestone.
• After solving a pain point that has been prevalent for a long period.
• After delivering a quarterly or annual results report showcasing massive growth.

Tip #10: Be An Expert In Your Product Or Service

Last but not least, to sell software or consulting services, you will need to be an expert in the product you’re trying to sell.

This prepares you with the ability to:

• Explain in simple terms how your product or service solves your customers’ problems.
• Answer product-related technical questions, instead of having to ‘’come back to them with an answer from IT’’.
• Explain how your product is different from the other competitors on the market.
• Handle product-related objections regarding customization options, features, and how the solution can be tailored to their needs.

This is advice that goes not only for sales teams but also for marketing professionals who are trying to market B2B products.

💡 Ahrefs, a B2B SEO platform, is known for the fact that they require their marketing and sales team to work in customer support for 3 months when they initially join the company.

The brand also makes its new employees complete their Ahrefs Academy courses to become experts in their products.

What Mistakes Should You Avoid In B2B Sales?

Now that we went over advice for selling B2B products and services, we wanted to discuss a few common B2B sales mistakes that you need to avoid:

#1: Discussing The Product & Not The Problem

One of the most common mistakes in B2B sales is that sales representatives jump on calls and start going over the product and its fancy features, assuming that the client is problem-aware and ready for a solution.

But what they are missing out in the bigger picture is that they have not identified what the problem is, and if the problem exists in the first place.

➡️ This issue is described perfectly by Josh Braun in his YouTube video.

He explains a story where he found a solution on how to tie a knot and presented it to a friend of his who is an experienced fly fisherman.

Josh presents the knot needle that can save his friend time, but his friend is not interested in the solution simply because he does not want to cut time from doing that relaxing task.

The conclusion from the sales expert is that your solution has no real value without a problem so salespeople have to move from selling the product and move towards the problem of your customers.

After all, benefits only matter if they matter to your prospect.

#2: Not Identifying All Key Decision-Makers In The Buying Process

One of the key differences between B2C and B2B sales is that you could be dealing with multiple decision-makers in the buying process.

That means the prospect with who you are on the discovery call might like your solution, but ultimately not be responsible for the final decision.

➡️ Data from Gartner shows that in complex B2B deals, there could be 6 to 10 decision-makers.

This is why it’s important to identify all key decision-makers in the buying process of the prospective company and then build relationships with each one of them.

💡 That will also help you solidify the deal and minimize the risk of losing the client because you would not be dependable on that one champion being on your side or remaining in the company.

#3: Unclear Next Steps

Lastly, unclear next steps with your prospects are what could be costing your sales team high-ticket deals.

Our CEO, Daniel Zarick, touches on the issue that your clients could still be interested in your solution but the deal might be slowly dying because of blurry next steps.

That could be from the fact that your prospects are struggling to sell it internally or they don’t have the right information about your product.

Even worse, your team might not be aware of what’s happening on their side of the business.

➡️ To unstuck your deals, you can use Arrows to:

• Share all info prospects need after every conversation.
• Always show "what's left" to get the deal done.
• Demonstrate "what's next" after they become a paying customer.

According to Dan, this will help you build your prospects’ confidence and give them the means to sell internally.

Close More Deals With Arrows

Our digital sales rooms help B2B sales teams to close more sales by keeping your prospective clients engaged with mutual action plans, resource sharing and milestone tracking.

Arrows also offers separate purpose-built onboarding plans and client portals that help you manage the entire client lifecycle out of one platform, instead of jumping between tools.

If you’re a sales leader looking for a B2B sales solution that offers:

• Effective buyer engagement tracking to help you see which leads are viewing the sales rooms in real-time and insights into buyer intent.
• A best-in-class HubSpot integration, which is available for all pricing tiers and lets you sync 50+ real-time data points.
• Other presale features, such as real-time alerts, buyer engagement tracking, and next meeting sync.

Then you can start with Arrows sales rooms for free.

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