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B2B sales strategy

B2B sales strategy in 2026: inbound, outbound, or product-led?

Most B2B companies try to run all three motions (inbound, outbound, and PLG) simultaneously and execute all three poorly. Choosing one primary motion and building it well creates 3–5× more pipeline than mediocre execution of three.

Choose the right B2B sales motion for your product, price point, and team stage.

Herramientas recomendadas (clasificadas)

#ToolStarting priceRatingAction
1HubSpotFree4.4/5(11,200)Try HubSpot
2Close$49/mo4.6/5(1,200)Try Close
3Pipedrive$14/mo4.5/5(8,200)Try Pipedrive
4Salesforce$25/mo4.3/5(19,500)Try Salesforce

Protocolo de resolución

  1. 01

    Inbound-led: for companies with content leverage

    Works when: you can produce valuable content that ranks for buying-intent queries, your ACV is $1K–20K, and you have a demo or trial that converts. Requires: SEO content program, comparison pages, and a fast demo booking + follow-up process. Timeline to see results: 6–12 months.

  2. 02

    Outbound-led: for companies with tight ICP definition

    Works when: you can name the exact job title + company type + trigger event that makes someone an ideal buyer. You can reach them before they start searching. ACV typically $10K+. Requires: prospecting tool (LinkedIn Sales Nav / Apollo), email infrastructure, and a 5–7 step sequence.

  3. 03

    Product-led: for companies with a usable free product

    Works when: your product delivers value before a conversation with sales is needed. User signs up free → gets to 'aha moment' → hits a usage limit → converts to paid. Requires: freemium or free trial, in-product onboarding, and expansion monitoring (when does a free user hit the wall?)

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