Total Addressable Market: A Practical Guide to Crunching the Numbers

May 21, 2019

Erika Granath

If you’re an angler, you might be interested to know that the newest estimates say there are about 3,5 trillion fish currently living in the world ocean. If you’re a salesperson, you probably don’t care about things like how many salmons there are in the Pacific Ocean. What you want to know is the number of companies that can be successful with your product or service, and what revenue these potential customers can generate you–your total addressable market.

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Topics: B2B Sales

Perfect Your Sales Script: How to Pen Winning Cold Calling Scripts

May 8, 2019

Erika Granath

Sales calls where salespeople read from generic cold calling scripts convert at an abominable rate: Less than 1 percent. That means if you make 100 calls, you’ll only get one meeting. Unsolicited cold calling sucks for the salespeople but is probably worse for the prospects.

The phrase “always be closing,” popularized in the 1992 film Glengarry Glen Ross has no place in today's world of informed buyers. In 2019, salespeople have to follow a totally different mantra: always be helping.

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Topics: B2B Sales

Smarketing: The Powerful Result of Sales and Marketing Alignment

Apr 25, 2019

Erika Granath

If you search for “wordplay” on Google and your humor is as bad as mine, you can easily waste a good part of your afternoon reading jokes on how a scarecrow kept getting promoted because he was outstanding in his field. Yet not all wordplays are time-wasting gags. There are also those that will help you save time and achieve business growth. Have you heard about smarketing? Smarketing is, in short, alignment between your sales and marketing teams created through frequent and direct communication between the two.

What is smarketing more precisely? Is it relevant for your business and, if so, how do you go about implementing this approach into your day-to-day?

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Topics: Sales and Marketing Alignment

Using News Articles to Predict Changes in Customer Relationships

Apr 19, 2019

Mikko Luhtava

In North America, Vainu has been partnering with some of the largest institutions in the commercial banking, insurance, and telecom sectors to solve the challenging task of predicting customer retention, or churn, in their extensive client bases.

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Topics: Open Data, Sales AI

The Definitive Guide to Sales Prospecting

Apr 1, 2019

Eduardo Alonso

Salespeople and gold miners have a lot in common. No, I don’t mean the tireless ambition, the deep-rooted desire to be successful, and the unstoppable drive for precious minerals. Instead, salespeople and miners share one key activity: prospecting.

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Topics: Sales Prospecting

Prospect vs. Lead vs. Buying Signal

Mar 15, 2019

Miikka Jokela

The terms prospect, lead and buying signal are all well-known to B2B sales professionals, but their differences can be unclear. In part, the reason is that different CRM and marketing automation providers are using the terms in different ways. That's why we feel a clarification between prospect, lead and buying signal, and their roles in sales process, seems appropriate.

Our definition is very close to the framework used by HubSpot among others, and helps unify the conversation within a sales team, and further enhance sales and marketing alignment, or smarketing. Be sure to clarify sales terminology in your sales playbook!

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Topics: Sales Prospecting, Buying Signals