How Systematic Lead Scoring Helps You Win More Sales

Jun 21, 2018

Erika Granath

Tick tock, tick tock, tick tock.

There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.)

There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re processing high-quality leads, and stop wasting time on dead-end ones.

I'm guessing you're now thinking something along the lines of: “But HOW? How can I improve my lead scoring and make sure I prioritize my valuable time on the leads most likely to close now?”

Relax, modern technology can do the ground work for you. In this blog post we'll tell you how.

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Topics: B2B Sales

4 Data-Backed ways to Improve your Outbound Sales Prospecting

Jun 7, 2018

Erika Granath

Sales prospecting based on guesswork is not only tedious but also expensive. Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment, according to a Baylor University study.

By trusting data instead of your lucky star, you can increase the quality and efficiency of your outbound sales prospecting significantly and improve your call to meeting hit rate. But it can only be done if you have a deep understanding of your Ideal Customer Profile.

To succeed with data-driven outbound sales prospecting, you’ll need a scalable solution for collecting data about your current customers and prospects. Then you’ll have to apply machine learning to it to generate useful insights about the companies. Machine learning, a sub-category of Artificial Intelligence, is basically an enormous correlation engine.

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Topics: Sales Prospecting

How to use Buying Signals to Improve your Timing in Sales

Jun 1, 2018

Erika Granath

Nothing is harder to sell around than a prospect unwilling or unready to buy. A company that checks every box in your Ideal Customer Profile doesn’t hold weight if the decision maker isn’t in a position to sign a deal with you now.

According to Hubspot, as many as 25 percent of the deals that are marked closed-lost are because of timing, or rather, the lack of it.

Yes, there are cases in which the stars align and decisions are made quickly to result in closed deals. This is the exception and not the rule though, as it isn’t often that the timeline you’re working on matches up with the timeline of your prospect. In other words, it’s not enough to rely solely on luck. The best salespeople strategically use buying signals, modern technologies and data to increase their chances of landing at the right place at the right time.

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Topics: Sales Prospecting

How Artificial Intelligence Can be Used to Increase Sales

May 24, 2018

Erika Granath

A sales rep’s productivity is easily measured by how many meaningful conversations they have in any given day. It’s possible to spend half as much time on the phone and still close twice the sales. The challenge lies in knowing what accounts to work on, what to say in your messages and the right times to reach out. It so happens that these topics are ones easily tackled with Artificial Intelligence (AI).

Instead of relying on a spray-and-pray approach, software powered by AI can identify the prospects that are most likely to buy from you and figure out what kind of offer they're most likely to relate to. AI-powered technology can also help you spend valuable time previously spent on repetitive ho-hum work, and let you use those spare moments for activities that actually matter, like making calls to quality prospects and taking care of existing customers.

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Topics: Sales AI

Long Read: 10 'Must Know' Types of Sales Tools

May 9, 2018

Erika Granath

There’s plenty of fish (I mean sales tools) in the sea. The potential benefit these tools can bring to your business can be very exciting but the sheer number of choices is straight up intimidating. New tools go to market every day.

By forming a powerful sales technology stack, you can keep your pipeline flowing more efficiently, improve your team’s performance metrics, automate tedious tasks, or cause game-changing transformations in specific aspects of your sales process.

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Topics: Sales Tools

Supercharge your Sales Figures with Insights from Technographic data

May 3, 2018

Erika Granath

Whether it’s to monitor marketing or to keep track of customers, technology in B2B these days cannot be escaped. The technologies that companies use leave digital footprints, so-called technographic data, that can help you as a salesperson understand their identity or future direction.

The decisions companies make regarding technology can reveal useful insights on prospects’ intentions, their priorities and the way they want to run their operations. Using technographic data in sales prospecting refers to salespeople’s attempts to better understand their prospects by analyzing their technology stacks. 

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Topics: B2B Sales