10 Best Sales Intelligence Tools for Sales Prospecting in 2018

Aug 7, 2018

Erika Granath

Sales intelligence refers to a wide range of technologies that help salespeople find, monitor and understand data that provides insights into prospects’ and existing clients’ daily business.

These insights help you as a salesperson find and identify potential new customers that fit your ideal customer profile. In other words, these insights help you with your sales prospecting.

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Topics: Sales Tools

Use Insights from Companies' Websites to Surface the Right Prospects for Your Business

Aug 1, 2018

Erika Granath

Companies’ websites are pure treasure chests for salespeople; there are more jewels to collect than just the insights from website technologies.

The keywords used on a company’s website will tell you a lot about both the organization, its daily business and its needs and help you get more pointed in your approach.

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Topics: Sales Prospecting

Operation Blacksmith: Gaining new Knowledge and Inspiration in Sunny Copenhagen

Jun 26, 2018

Nahom Elias

If you’ve been following Vainu for a while, you might remember our internal development program called Blacksmith. The aim is to shape the talent we have at Vainu, share knowledge between offices and benchmark the way we work with other companies.

At the beginning of this month, members of the Blacksmith team got together in a, for the season, exceptionally sunny Copenhagen. The weather during this meetup stood in bright contrast to the snowstorm that challenged the previous Blacksmith meetup we had in Dublin, Ireland, in March, where the weather Gods greeted us to the tech city with the worst snowstorm that the city had experienced in over 20 years.

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Topics: Recruiting

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