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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

5 Little-known Ways to Find Leads using Insights from Companies' Websites

Oct 26, 2017

Erika Granath

Technology leaves footprints that other technologies can track and follow. As a sales person, these footprints can tell you a lot about a company’s current needs and help you determine whether it’s worth it for you as to spend your time cultivating that lead or not.

If a company is using a technology that your software integrates seamlessly with — or if they show an obvious positive attitude to modern technology — they are more likely to welcome a sales call from you. Insights about a company’s tech stack and website technology not only helps you find out whether a company is likely to need your solution or not, it can also help you tailor your pitch better.

If you’re struggling to find new sales leads, consider these five tried-and-tested modern methods the next time you prospect.

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Topics: Lead Generation, Sales Prospecting

Myth busters: Debunking 7 B2B Sales Myths

Oct 12, 2017

Mikko Honkanen

The Internet — it is the Wild Wild West of information. As anyone who has spent time on the Internet knowns, there are statements delivered as facts that circle the World Wide Web all the time that contain no real facts behind them. People get suckered into believing these statements all the time. We’re all guilty of it.

Over the past year, my colleagues and I have noticed a number of myths present in B2B sales and marketing discussions. Some of them are spread across LinkedIn, others on blog posts. Here are some common B2B sales myths that many people believe in. These are myths that have been pushed by experts in the field and I’d like to analyze them more closely.

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Topics: B2B Sales

FinancesOnline Recognizes Vainu with Rising Star and Great User Experience Awards

Oct 5, 2017

Miikka Jokela

Autumn 2017 is shaping up to be quite the season for us at Vainu. We've received major praise from influential tech communities across Europe in September for our innovation, user experience and growth trajectory.

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Topics: Vainu