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5 Tips for Effectively Scaling an Inside Sales Team

Dec 14, 2017

Mikko Honkanen

Scaling has probably been one of the most rewarding – but also challenging – things I’ve had to do as the co-founder of Vainu. While the rush of bringing on ambitious new team members or opening offices in new countries never gets old, getting to the point where our organization had a process in place for how to scale has been, admittedly, a challenge at times.

Perhaps what is the most important thing to do — and what takes the most precision — is finding that right mix of the right people to help accelerate your company’s growth and carry your vision forward.

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Topics: Vainu

The Data Points you REALLY Should Focus on When Defining Your Ideal Customer Profile

Dec 8, 2017

Erika Granath

In today’s world, basic firmographics don’t often reflect clear differences in needs, benefits and product use. This is the reason why modern salespeople are increasingly relying on other data points when defining their ideal customer profile.

To help you make your sales prospecting approach more pointed and timely we’ve listed all you need to know to create the best possible ideal customer profile, defined with the right data-points for your business.

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Topics: B2B Sales

How technology helps salespeople answer the WHEN, HOW and WHAT

Dec 1, 2017

Erika Granath

Yes, there are cases in which the stars align and decisions are made quickly that result in closed deals. Cases where it turns out you’ve reached out with impeccable timing and where decision makers nod enthusiastically at everything you say and cheerfully ask if you have the ability to read their minds or — more specifically — their dreams.

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Topics: B2B Sales

6 B2B Sales Trends to Watch in 2018

Nov 20, 2017

Mikko Honkanen

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation, artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions. These are the trends we believe will shape the world of B2B sales in the coming year.

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Topics: B2B Sales

Still prospecting based on company size, industry and location? You’re behind the curve

Nov 10, 2017

Mikko Luhtava

Look, I get it: You’re used to sales prospecting the traditional way, and with your boss breathing down your neck about your activity numbers, you just want to call through that list of companies and not think twice about it.

The fact of the matter is that those numbers you’re doing will only get you so far. In today’s world, you need to cut through the noise, and the best way to do that is provide personalized value to the person on the other end.

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Topics: Sales Prospecting

Leverage CRM Data for Successful Sales Prospecting Through Vainu’s New Native Integration

Nov 3, 2017

Erika Granath

Big data insights enable salespeople to bring their A-game to the sales cycle. The open web is not the only source to derive this kind of value, though. There’s a good chance your CRM holds equally important information about your potential customers, and it’s just waiting you to tap into it. By combining open data insights with the insights already sitting in your CRM, you can change the way you find and cultivate sales leads and become a powerful, close-to-all-knowing, “sales wizard.”

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Topics: Sales Prospecting, Vainu