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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

4 Must-Knows to Become a Mindful (and Successful) Salesperson

Apr 27, 2018

Erika Granath

When some people imagine sales, they think it’s like the film The Wolf of Wall Street, where people with sharp elbows will do whatever it takes to make the sale. You as a salesperson know this is far from the truth. You don’t have to be a wolf to be a premier salesperson. In fact, you should often be the opposite.

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Topics: B2B Sales

How Sales Intelligence Helps Salespeople be More Timely

Apr 12, 2018

Erika Granath

Imagine picking up the phone for a cold call, getting the right decision maker on the line, delivering your sales pitch and then hearing this: “Thanks for calling, your timing is great! We’re just in the need of what you’re offering. Tell me more.”

This little dream scenario might sound silly here, however, the idea of reaching out to a company that can clearly benefit from your offer just as they’ve seen an increased need for your product or service can definitely happen. And, it’s not just about getting lucky.

You will have a significantly better timing in your sales outreach and win more deals when you

  1. Include the right buying signals in your Ideal Customer Profile, and
  2. Find out how you can (use a sales intelligence platform to) track these relevant changes that reveal a window of opportunity in your target accounts.

How? We'll tell you that in this article.

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Topics: Sales Prospecting

Pros and Cons of Sales Prospecting using Insights from Firmographic Data

Apr 3, 2018

Mikko Honkanen

A company’s industry, number of employees or location doesn’t reveal much about its needs and interests. This type of company information is often referred to as firmographics. It has significant value to salespeople who target companies in a specific industry or a chosen size-range as it allows them to quickly filter promising prospects out of a longer list of potential customers. However, firmographic data doesn’t reveal enough details about a company's organization and current situation to help you find those hidden gems you should go after right now.

If you’re a salesperson in forefront you combine firmographics, technographics (data showing a company’s online profile and technical tool-box, etc.) and insights from buying signals when sales prospecting.

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Topics: Sales Prospecting

Operation Blacksmith - Stronger than the Winter Storm

Mar 27, 2018

Sarah Beth Tyrey

It’s that time of year again for another round of Project Blacksmith! If you’ve been following Vainu, you may remember our Blacksmith Program from one of our previous blog posts. The purpose of the meetup is for internal development, as members from each Vainu office (New York, Stockholm, Helsinki, Oslo, and Amsterdam) come together to share ideas and learn alongside each other. This particular Blacksmith took place in the Tech Hub that is Dublin, Ireland, and was truly unlike any other. While we were there, Dublin experienced a snowstorm that shut down the entire city! We heard from the locals that there hadn’t been a snowstorm like this in Ireland for at least the past 20 years.

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Topics: Recruiting

All You Need to Know About Account-Based Sales

Mar 22, 2018

Erika Granath

After decades of hunch-based, adrenaline-fueled cold calling and Hail-Mary revenue generation, we’ve recently entered an entirely new era. An era steered by intelligent, laser-targeted prospecting, tuned by personalization and driven by data.

Thanks to new technological innovations, a relatively old business selling model has become more common lately: the account-based sales model. With the use of sales intelligence, companies can now more efficiently than ever before discover the most viable accounts based on a wide range of criteria and create a tailored sales and marketing strategy for them.

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Topics: Account-Based Sales

Win More Deals With Sales Intelligence

Mar 14, 2018

Erika Granath

You probably haven’t missed the term sales intelligence. But just because most people have heard about it, doesn’t mean that the majority of sales professionals are using enough sales intelligence. In fact, most don’t, and those who do often don't use sales intelligence from enough resources.

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Topics: Sales Intelligence

Vainu 2018 Kickoff in Lisbon and Fueling Another Major Growth Year

Mar 6, 2018

Fredric Carlsson

Last year, we asked ourselves: "What will happen if we gather 100 Vainu employees from five Vainu offices - Helsinki, Stockholm, Oslo, Amsterdam and New York - in one place for team-building activities, workshops, and meetings?” We decided to find out, and the answer to the question is: "a lot."

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Topics: Recruiting

Ideal Customer Profile

Mar 2, 2018

Erika Granath

As a salesperson, your most valuable asset is time. It’s better to spend it on a few high-quality prospects than spreading yourself thin processing a large number of poor opportunities.

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Topics: Ideal Customer Profile

How Vainu Helps You Use BANT to Qualify Sales Prospects

Feb 20, 2018

Erika Granath

The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant number of critics argue that BANT's time of greatness has passed as customers now have access to a never-ending amount of information online and often have thought about possible solutions to their problem(s) even before their first interaction with you as a salesperson.

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Topics: Sales Prospecting

Maximize your Marketing Results with Rich Data about Sales Prospects

Feb 9, 2018

Pietari Suvanto

We have been fortunate to have lot of success in Vainu when it comes to sales prospecting, thanks to our own prospecting platform. Our sales teams are able to identify the right prospects at the right time and significantly increase conversion rates. Vainu’s key to growing so fast?

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Topics: B2B Marketing

The History of B2B Sales Prospecting

Feb 1, 2018

Mikko Honkanen

For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others.

Fortunately, modern technology makes it easier than ever before to master this challenge. Though it’s taken a long time to reach the point we’re at today, we are now at a point where predictive and prescriptive lead scoring technology can recommend the right companies for you to reach out to, the right time to approach these companies and the right way to get in touch with them.

This article is the first chapter in our ebook: The Ultimate 60-Page Guide to Sales Prospecting. Here we take a look in the rear-view mirror and review the history of B2B sales prospecting.

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Topics: Sales Prospecting

5 Ways Artificial Intelligence Will Increase Your Sales

Artificial Intelligence (AI) refers to a machine that can complete a task in a smart way, one that was previously performed by humans, and which needed human intelligence.

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Topics: Sales AI

The 90s Called and Wants its Static Prospecting Lists Back

Jan 10, 2018

Erika Granath

Are you still prospecting with static prospecting lists from one of the many list providers out there? If you answered yes, it’s seriously time to step up your game.

I’ll be straight with you: In today’s hyper-competitive sales landscape where consumers are getting smarter and more selective by the minute, static prospecting lists don’t cut it for salespeople who want to reach quota (and don’t we all?).

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Topics: Sales Prospecting

How I use Vainu in my daily sales workflow

Jan 4, 2018

Greg Troha

There are only so many jobs out there where you get to sell something you - hand on heart - can say that you use everyday and, frankly, wouldn’t be able to manage your job without. As a Business Development Manager at Vainu I have the great opportunity of doing just this.

Working in a highly sales-driven organization, selling a sales prospecting tool in the forefront means that I eat my company’s own dog food, so to speak, every day.

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Topics: Vainu

SaaS Company Analysis: How SaaS Companies Acquire Business

Dec 27, 2017

Erika Granath

In competitive and growing industries — like in the software as a service (SaaS) market — it can be nice to benchmark yourself and review high level trends to determine how your SaaS company compares to others in your space.

Using our expansive database, we analyzed more than 20,000 U.S. companies that provide a SaaS offering to determine how these companies market and sell their services online.

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Topics: SaaS, Press Release

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: Recruiting

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: Ideal Customer Profile

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

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

9 Types of Sales Automation Your Sales Team Should Be Using

Oct 3, 2017

Erika Granath

Are you one of those sales reps that spend only one-third of your day actually selling? Does the rest of your day go to administrative tasks that could have easily been automated? Or are you managing a team with sales reps that spend hours and hours logging deal-related activity in the CRM system and searching for decks hiding somewhere in an unnamed folder on their computer? Then this article is for you.

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Topics: B2B Sales, Sales Automation

Operation Blacksmith Part 4 - Unlocking value in Barcelona

Sep 20, 2017

Roosa-Maria Manninen

As you might remember from our blog previously, we have an internal development program called Blacksmith. The aim is to shape the talent we have at Vainu and benchmark the way we work with other companies.

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Topics: Recruiting

How To Use Online Data To Perfect Your Sales Pitch

Sep 7, 2017

Erika Granath

Buyers are getting smarter. In this modern day and age, with the enormous amount of data readily at their disposal, they’re making smart decisions based on the information.

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Topics: Sales Prospecting

The Complete Guide to Lead Qualification

Aug 28, 2017

Erika Granath

No matter how fantastic your product or service is, it’s not going to be the right fit for every company at every time. Sell strategically by determining which companies you can create value for, and focus your efforts there.

To ensure you are using your time most efficiently, make lead qualification and the discovery call a habit. The discovery call is your opportunity to ask a prospect purposeful questions in order to determine whether it makes sense to invest your time into an account.

In this post, we will highlight the importance of sales qualification, the thought process behind qualifying a lead, and why you shouldn’t be afraid of disqualifying a lead that’s not worth your time. Leverage open data insights through Vainu to supplement this process.

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Topics: Lead Generation

Timing: The Sales Skill That Helps You Bring Your A-game in Business

Aug 17, 2017

Erika Granath

Nothing is harder to sell around than a prospect being unwilling or not ready to buy. A company that ticks 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.

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Topics: Big Data, Sales Prospecting, B2B Sales, Sales Signals

High-Quality Outbound Sales Prospecting Should Not Take Hours Out Of Your Day

Aug 14, 2017

Mikko Luhtava

Every Sales Manager has seen the two outbound BDR extremes: those that spend way too much time really understanding a prospect (her favorite football team is probably not relevant to qualifying the meeting), and those who cold call with no research, spraying and praying without a purpose. Depending on your company’s approach and past experience, you’ll probably hate one more than the other — however, both are equally harmful to your bottom line.

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Topics: Sales Prospecting

Why is your Ideal Customer Profile so important?

Jul 10, 2017

Erika Granath

As a salesperson, time is your greatest asset; make sure you spend your time wisely on the accounts that are most likely to use your services. In order to do this, you must define your Ideal Customer Profile (ICP) to understand the specific types of companies for your sales team to pursue.

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Topics: Ideal Customer Profile

Top 10 Most In-Demand Tech Jobs in the U.S.

Jul 8, 2017

Erika Granath

A new data set reveals the top tech job functions American companies and recruiters are seeking this summer.

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Topics: B2B Sales

Vainu shares list of 10 most “patriotic” businesses in the U.S.

Jun 29, 2017

Erika Granath

With Independence Day right around the corner, Vainu figured it would have a little fun with the holiday.

NEW YORK, USA, June 28, 2017

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Topics: Sales Prospecting, Outbound, B2B Sales

Staffing Sales Workflow - Track Trigger Events within Existing Customers

Jun 22, 2017

Erika Granath

Here is our quick take on how to streamline the process of winning more business as a sales professional in staffing: by uncovering sales opportunities within your existing customer base.

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Topics: Sales Prospecting, Outbound, B2B Sales

How to Create a Staffing Sales Workflow - Prospect New Potential Customers

Jun 21, 2017

Erika Granath

Staffing is not an easy business. In the U.S. alone, there are over 20,000 staffing and recruiting firms in competition for a limited pool of business opportunities. At the same time, sourcing the right candidates for these opportunities presents challenges of its own.

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Topics: Sales Prospecting, Outbound, B2B Sales

Use Data Insights to Pull Off a Successful New Market Entry

Jun 13, 2017

Erika Granath

Entering a new, unknown market is like being the new kid at a new school. The possibilities are endless when it comes to making new friends, or in the business world - finding new customers. Still, getting that first great connection can be more challenging than expected.

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Topics: Sales Prospecting, Outbound, B2B Sales

The Difference Between a Good & a Great Sales Person Lies in Dedication to Data

Jun 6, 2017

Erika Granath

You know your revenue, your customer acquisition cost and your sales quota in your sleep. At any given point you as a sales professional can probably tell me your numbers. Isn’t this right?

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Topics: Sales Prospecting, Outbound, B2B Sales

Tips for faster prospecting

May 31, 2017

Erika Granath

Prospecting takes a lot of time out of a SDR’s day. Depending on the source, prospecting is estimated take up between 24% and 50% of a salesperson's time! Yeah, let that sink in...

Knowing the best methods and platforms for you to find new, quality prospects will help you streamline your prospecting and focus more on the most important part of your work: creating value to your prospects and customers.

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Topics: Sales Prospecting, Outbound, B2B Sales

State of Prospecting and Lead Generation 2017

May 23, 2017

Miikka Jokela

HubSpot published its State of Inbound 2017 business report last week. The report gives comprehensive insights to plan your future marketing and sales strategies as the data is collected from over 6,000 respondents! In this blog post, I'll go through the findings relevant to prospecting, lead generation and sales in general. For those interested in marketing, I recommend downloading the report as well. But let's dig in!

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Topics: Lead Generation, Sales Prospecting

Building the Perfect SaaS Sales Workflow isn’t Complicated

May 16, 2017

Mikko Luhtava

Books have been written and debates held on what is the best way to run companies’ new business development. And with an increase in the volume of new tools and technologies, the debate seems to get all the more complicated every year.

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Topics: SaaS, Outbound, B2B Sales

These 10 B2B Prospecting Tips Will Help you Win More Business

May 9, 2017

Erika Granath

Today’s buyers don’t take kindly to spammy salespeople giving unsolicited calls with offers that fit their business poorly. That's why putting some thought into your prospecting makes sure you're spending your time wisely and making more sales.

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Topics: Sales Prospecting, Outbound, B2B Sales

4 Ways to Leverage Online Data and Become a Sales Wizard

May 4, 2017

Erika Granath

Technology is eating the world. To not be on the menu next, modern salespeople have to find innovative ways to capitalize on all of the online data at their fingertips these days.

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Topics: Data, Open Data, B2B Sales

How to use Knowledge of a Company’s Tech Stack to Improve Your Sales

May 2, 2017

Erika Granath

You can only reach out to so many prospects per day. And if you pick the wrong ones, you’re going to be wasting your time on leads that won’t benefit you or your company.

Having the right data-points give your sales team the ability to do data-driven decisions and increase its hit rate through the whole sales process.

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Topics: Outbound, Account-Based Marketing, B2B Sales

Sales Triggers that Staffing Professionals Should Jump On

Apr 28, 2017

Erika Granath
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Topics: Outbound, B2B Sales

The Sales Metrics and KPIs that Matter the Most

Apr 20, 2017

Erika Granath

With modern technology, the question is not what you can measure, but what you benefit from measuring. Following the right metrics will help you as a sales executive evaluate the performance of your team and steer them in the right future direction. Measuring the wrong or additional metrics will simply take precious time away from the things that matter.

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Topics: Outbound, B2B Sales

This is How a SaaS Company Should Enter the Nordic Market

Apr 19, 2017

Mikko Luhtava

We’ve seen tons of SaaS companies enter the EMEA market with an office in Dublin, Amsterdam or the UK. But how about the Nordics? With a digital background, widespread use of modern technologies, strong English skills, and the most unicorn startups in the world, the Nordic market should be on every SaaS company’s radar.

Based on our experiences acquiring over 1,100 customers in the Nordics in under three years, here’s our quick guide to taking over the market.

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Topics: SaaS, B2B Sales, Internationalization

What it Really Takes to Master Social Selling

Apr 11, 2017

Erika Granath

You've heard the term social selling by now, but are you entirely sure what it means? This sales technique is the art of leveraging your social networks to find the right prospects, building trusted relationships, generating inbound leads and ultimately, reaching your sales quota.

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Topics: Social Selling

How Does It Feel to Be in the Right Place at the Right Time?

Apr 7, 2017

Antti Lehtimäki

Ever visit your friend who happened to have leftovers from his lunch pizza? Ever spotted some cash on the street? Or how about visit your local supermarket and found yourself being rewarded for being the millionth customer? Yes? Lucky you! Would you quit your day job and sit around to wait for these lucky events to happen?

Probably not. But some salespeople do.

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Topics: Vainu

Vainu Is for Salespeople What Tinder Is for Single People

Apr 4, 2017

Miikka Jokela

Helsinki-based sales tech company Vainu expands to the U.S. with a free-to-use smartphone app, updated software and improved CRM integrations.

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Topics: Vainu, Press Release

Maximize Every Step of The Sales Process With Insights From Open Data

Mar 23, 2017

Erika Granath

The Internet has shifted the balance of power in sales. Traditionally, salespeople used to be the ones with access to most information  nowadays, well-read customers are more selective and critical when accepting a meeting with a sales rep.  

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Topics: Open Data, B2B Sales

Kickstarting your sales process? Here's how to prospect

Mar 20, 2017

Erika Granath

Prospecting is seldom the favorite part of the sales process. It’s often considered hard and time consuming. In fact, prospecting was identified as the hardest part of the sales process in Hubspot’s 2015-2016 State of Inbound Sales Report.

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Topics: Sales Prospecting

Qualify Prospects Using an Account Insights Platform

Mar 14, 2017

Erika Granath

Sales teams that struggle to meet their goals may not be short on prospects – more likely, they're short on actionable insights about these prospects and the businesses they work for. In other words, they don't know which ones are ready to buy right now.

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Topics: Sales Prospecting, Account Insights

The Numbers that Prove Quality Eats Quantity for Breakfast in Modern Sales

Mar 9, 2017

Erika Granath

For a long time, we’ve been told that sales is a numbers game. Lately, many people have started to question this belief by arguing that quality is more important than the actual quantitative numbers in the sales equation.

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Topics: Data, B2B Sales

Stay Up To Date With Important Signals From The Companies in Your Network

Mar 7, 2017

Erika Granath

While sales is the foundation on which some organizations are built, there are also many companies that are far less sales-driven. These companies, for example creative agencies and consultancy firms, will get most of their deals from existing customers or connections.

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Topics: Account Insights

Changing the odds at the casino

Mar 2, 2017

Pietari Suvanto

Social networks and search engines changed the way private individuals are segmented and profiled for sales and marketing purposes – and the same is now happening to legal entities. 

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Topics: Big Data, Data, Open Data

Dynamic B2B Sales Database vs. Static Prospecting Lists

Mar 1, 2017

Erika Granath

As customers are getting smarter and more selective, your sales tactics have to become smarter right along with them. Prospecting using a dynamic B2B sales database instead of a static prospecting list is a great start.

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Topics: Sales Prospecting

Operation Blacksmith – Part 3: A Course for Going International

Feb 22, 2017

Simon Ghebremikael

Our latest Blacksmith meetup has just come to an end. This time, eight people from different Vainu countries gathered at our newly opened office in New York.

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Topics: Recruiting

Upselling through Customer Analysis Using Both Internal and External Data

Feb 17, 2017

Joel Vainiomäki

Growth or revenue creation can be fueled by two mediums: selling to a new customer or selling to an existing customer. We’ve written about using data and analytics when prospecting and selling to new customers, but how does it translate when selling to existing customers?

Upselling to customers has traditionally had an unpalatable nuance to it. The sole objective has been to get the customer to buy more. I can’t help but think of that car salesman who’s aggressively overselling that 4-door executive saloon, packaged in full options, when your only need is to get from place a to b. Knowing your customer in and out is what separates a pleasant buying experience from an unpleasant one.

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Topics: Big Data, Data, Open Data

STOP Scanning Job Boards For Leads! There's A Better Way

Feb 9, 2017

Mikko Luhtava

Challenge: Staffing firms, recruitment agencies and other companies are looking for companies increasing their head count.

Today: People manually go through LinkedIn, job boards and possibly even career pages of potential companies one by one.

The effective way: Automate the grunt work by using an intelligent aggregator that sifts through millions of data sources to find the leads relevant for your case.

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Topics: Lead Generation, Sales Prospecting, Vertical Industries

More Actionable Leads With Vainu’s Improved Ability To Track Sales Signals

Feb 7, 2017

Mikaela Hallenberg

You no longer need a Magic 8-Ball in order to contact prospects at the right time. Vainu.io is about to launch a new feature that allows you to stay up to date with all important changes in your target companies. On February 13th, we're launching a limited beta version of Vainu's soon-to-be core feature. This update is the first sneak peek of Vainu's next major release-to-come on April 1st.

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Topics: Vainu, Sales Signals

Creating a Detailed Ideal Customer Profile

Feb 3, 2017

Erika Granath

Are you focusing your sales and marketing resources on the right companies? To be able to answer yes, you need to define your Ideal Customer Profile. It is among the most important things to do to maximize the relevance of your marketing and the results of your sales efforts.

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Topics: Sales Prospecting, Account-Based Marketing, Ideal Customer Profile

3 Mistakes Staffing Agencies Make When They Pitch to Prospects

Feb 1, 2017

Mikko Honkanen

All recruiters have received the following cold email:
 
“Hey [insert first name],

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Topics: Sales Prospecting, Vertical Industries

What Web Technologies Say About a Company’s Identity

Jan 26, 2017

Mikaela Hallenberg

It’s safe to say that just about any company, whether an industry giant or a smaller agency, is  benefiting from some kind of web technology. Whether it’s to micromanage their marketing or to keep track of their customers, technology in B2B these days cannot be escaped.

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Topics: Account Insights

How Predictive Analytics Help Staffing Agencies Find Their Next Customer

Jan 24, 2017

Mikko Honkanen

Staffing is one of the most competitive industries in many parts of the world. In the U.S. alone, there are more than 20.000 agencies competing on 16 million hiring assignments.

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Topics: Sales Prospecting, Vertical Industries

How Staffing Companies Should Be Prospecting to Win More Business

Jan 19, 2017

Mikko Luhtava

Look, generating lists of prospects fitting your target industry, company size and title is easy. But calling blindly through prospect lists with a generic pitch just doesn’t cut the mustard in a crowded space like recruitment and staffing. In those first five seconds of a cold call or first three lines of an email, you’ll have to win that prospect over with a well-informed argument no other sales rep came up with.

You need sales intelligence.

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Topics: Sales Prospecting, Vertical Industries

Buying Signals as Your Sixth Sense for Finding Quality Leads

Jan 12, 2017

Erika Granath

No one ever said finding new sales leads is easy. It's not enough to find companies that match your Ideal Customer Profile, you also have to know when they are ready to buy to catch them at the right time. For that, use insights from prospecting signals.

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Topics: Sales Prospecting, B2B Sales

How I Landed a Position as a Sales Team Lead in Stockholm

Jan 10, 2017

Sebastian Lindström

Are you interested in a career in modern B2B sales? Sebastian Lindström, Sales Team Lead in our Stockholm office, describes his time with Vainu here and gives you many valuable tips for how you can also succeed in sales.

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Topics: Recruiting

Unlocking the Power of Open Data in Lead Generation and Lead Scoring

Jan 5, 2017

Miikka Jokela

For years, companies have been using historical market information to obtain a detailed view of potential sales prospects. However, these insights can get skewed by one's own biased viewpoint or include rather general qualifications such as revenue size, number of employees or location, which don't actually tell whether or not an organization needs your service now.

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Topics: Lead Generation

Operation Blacksmith – Part 2: A Course for Growth

Dec 27, 2016

Susanne Ström

The second get-together of our blacksmiths started with a guest star appearance from the cover of the 2009 September issue of Fast Company, as we had the privilege to meet up with Tero Ojanperä. Today, Tero is the Managing Partner and Co-Founder of Vision+ Fund, a company investing into SaaS, Apps and Internet Service companies, but prior to Vision+ he served as the Chief Strategy and Technology Officer for Nokia.

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Topics: Recruiting

6 B2B Sales Trends to Watch in 2017

Dec 15, 2016

Mikko Honkanen

The newest version of our B2B Sales Trends blog series is now out! Take a look at the B2B sales trends in 2018.

B2B sales is quickly transforming, and the main driver of that change is the growing amount of information sales people have at their fingertips. Last year we predicted changes for the year 2016, and now we will do the same for 2017.

During the last couple of years, we've seen a rise in the number of new digital sales models and processes. Both the sales process and the buying process are more digital now. That development, alongside with new technologies, have increased the amount of data and insights sales organizations have about their prospects and customers. Most of the trends we see in 2017 are either directly or indirectly linked to this megatrend.

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Topics: Account-Based Marketing, B2B Sales

How to Prospect New, Better Leads in Logistics and Transportation Industry

Dec 13, 2016

Erika Granath

We are living in the era of robots, yet things don’t walk from point A to point B by themselves as of now. Logistics and transportation companies’ services are much needed in our globalized world.

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Topics: Sales Prospecting, Vertical Industries

10 Questions and Answers to Help You Expand Your Business to Sweden

Dec 9, 2016

Miikka Jokela

We held a webinar on how to expand your business to Sweden - with a focus on Finnish companies planning to enter the market. Due to the abundance of questions from our 100+ attendees, we were unable to answer them all during the session. Instead, we've answered some of the top questions along with the unanswered ones below, in a Top10 Q&A list.

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Topics: B2B Sales, Internationalization

Slush Company Analysis: Technologies in Use - Slush vs. Finland

Nov 29, 2016

Miikka Jokela

I can tell you that 70% of Slush Companies are using Google Analytics, and that 34,7% have built their website on WordPress. But below you can see how Slush companies compare to traditional Finnish companies:

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Topics: Startup, Data Visualization

Prospecting Signals in Recruitment Businesses

Nov 23, 2016

Erika Granath

The recruitment business is highly competitive. You probably have several companies competing over your potential customers regardless if you work with recruiting a larger spectrum of competences or if you’ve chosen to work more targeted, recruiting only for specific roles.

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Topics: Sales Prospecting, Vertical Industries, B2B Sales

5 Proven Ways to Prospect More Successfully Using Website Technology Data

Nov 18, 2016

Mikko Luhtava

Having a hard time finding new leads? If you haven’t already, try using the website technologies found on a company's website to go hunting for hidden gems. Prospecting based on a company’s tech stack may be commonplace amongst IT consultants and digital agencies, but the data works just as well for those less familiar with website technologies.

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Topics: Sales Prospecting

5 Effective Prospecting Tips for Real Estate Companies

Nov 15, 2016

Erika Granath

As the invitation to a company’s housewarming party lands in your mailbox it’s already too late. The company has moved and you as a real estate agent have missed your chance to make them rent a space from you.

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Topics: Sales Prospecting, Vertical Industries, Open Data

How well do we really know our customers?

Nov 10, 2016

Veera Virintie

As you know, we at Vainu have developed a lead generation software that allows companies not only to find new customers but also to make comprehensive analysis of their existing ones. You'd probably assume that since we are the best experts of our own sales intelligence solution, we would know every single customer of ours in and out. 

But do we?

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Topics: Data Visualization, Account Insights

Vainu presents major updates in UI and search functionality

Nov 5, 2016

Erika Granath

At Vainu our goal is to have the best possible overall picture of all the world’s businesses. Since Vainu was launched two years ago we’ve grown to operate in multiple countries and we now have a five figure user base. Vainu is mainly used by B2B sales teams and has been proved to increase sales with great numbers. 

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Topics: Press Release

Reason You Should or Shouldn't Join Vainu

Nov 4, 2016

Pietari Suvanto

Nowadays lot of people visit our office and ask how we've been able to grow so fast. The answer is simply that we've been great at recruiting – getting the right people in and keeping them. In the history of Vainu only a few people have left the office and not coming back. A cynical investment banker might argue that it's not a healthy employee turnover rate – the goals and expectations are simply not set high enough if people are not leaving.

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Topics: Recruiting

Operation Blacksmith: Vainu's Self-Development Program

Oct 24, 2016

Priya Sreeganthan

Operation Blacksmith - a self-development program for enthusiastic and ambitious employees of Vainu. This autumn our workshop's destination was Berlin, next year it will be New York.

It's simple: work hard, play harder and get selected to team Blacksmith!

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Topics: Recruiting

Open Data Helps You Target the Right Companies at the Right Time

Oct 20, 2016

Erika Granath

Global Internet traffic will surpass one zettabyte in 2016. All data available today means huge potential for B2B organizations to work more effectively with both inbound and outbound as you can target the right companies at the right time.

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Topics: B2B Marketing, Startup, Data

5 Reasons for Working in a Data-Driven Manner with Inbound and Outbound

Oct 14, 2016

Erika Granath

Today, the fastest growing companies in the world are doing both outbound and inbound. 

Hubspot, Zenefits, Zendesk, Salesforce, Box and also we at Vainu are all examples of companies working with what we call smartbound, a data driven combination of inbound and outbound.

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Topics: B2B Marketing, Startup, Data

Video: How open data can help you sell technical solutions

Oct 3, 2016

Erika Granath

For companies selling technical solutions open data can be of great help. Open data tells you what technical tools a company uses. This information can help you as a sales person to tailor your pitch for every company you contact.

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Topics: Open Data, Video

Use The Right Insights From Open Data When Entering A New Industry

Sep 27, 2016

Erika Granath

One way to expand your business is to approach a new industry segment. As you do, the number of possible companies to contact is very high. Open data can help you make smart priorities when deciding what companies to process first.

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Topics: Open Data

A look at Vainu's new social media filters

Sep 26, 2016

Mikko Luhtava

Our tech team is constantly doing somersaults and backflips to make complex data sets on the web simple and accessible for salespeople worldwide. Most recently, this meant updating our UI to get ready for new updates — circle the 5th of November on your calendar to find out what the future will look like.

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Topics: Vainu

Video: Why sales and marketing should collaborate in content production

Sep 20, 2016

Erika Granath

Think about all the collective knowledge within your organization. Together you have so many good ideas and tips that your common network wants to hear about.

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Topics: B2B Marketing, Video, B2B Sales

Video: how open data helps event companies improve sales

Sep 15, 2016

Erika Granath

When is the right time to celebrate? This is a questions that companies within the event industry always try to find the answer to. Open data can help them get the answer and find new customers.  

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Topics: Open Data, Video

How Open Data Helps Logistics and Transportation Companies

Sep 13, 2016

Erika Granath

Every second week 35 Exabyte data is produced. This data can help companies within the logistic and transport business find new leads and customers.

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Topics: Vertical Industries, Open Data, Video

Vainu paves the way for major announcements by updating the UI

Sep 12, 2016

Erika Granath

Today we updated Vainu's user interface to a more elegant, productive and scalable form. We are getting ready for major announcements soon. On 5th of November Vainu will show you a peak of the future. So stay tuned.

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Topics: Press Release

Lead generation in creative agencies: what to prospect from the web

Sep 7, 2016

Mikko Luhtava

While modern marketing methods are the foundation on which creative agencies are built, their sales processes often leave room for improvement. Inbound marketing will help you reach the prospects already following you, but how can you identify the future customers who aren’t already your fans?

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Topics: Lead Generation, Vertical Industries

Video: How Customer Success Benefits from Using Data

Aug 31, 2016

Erika Granath

To maintain your customers and keep them happy you have to understand them. With data you can keep up to date with what’s going on with your customers and react fast if something changes in their organization.

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Topics: Video, Account Insights

Video: how to prospect more efficiently

Aug 30, 2016

Erika Granath

It might not be your favorite part of your job – but it’s one of the most important parts. I’m talking about prospecting. By putting effort into finding relevant companies to contact and research them well before you contact them you build the foundation of a successful sales process. 

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Topics: Sales Prospecting, Video

We eat complexity to portray simplicity

Aug 29, 2016

Veera Virintie

I recently had the honour to speak about the rise of data-driven sales at the international digital marketing summit NEXT 2016. My main goal was to make the audience understand  how much more we can achieve in sales with the help of open data.

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Topics: Big Data, Vainu, Data

Smartbound - How Sales and Marketing can reach top results by collaborating

Aug 25, 2016

Erika Granath

Smartbound is what we at Vainu have chosen to call the combination of inbound and outbound work. It's about making the efforts of your sales and marketing departments more effective. Together they can reach higher results.

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Topics: Smartbound, Video

A Vainu career with international opportunities

Aug 24, 2016

Pauliina Päivärinta

Business Development Manager with International Opportunities was the headline of the job add that caught my eye in autumn 2015. And in a company that claims to be one of the fastest growing startups in the Nordics. That’s really something also I would be interested in, I thought.

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Topics: Recruiting

How to give an effective sales pitch

Aug 23, 2016

Erika Granath

A great pitch is short, efficient and clear. Let the person you’re talking to know what problem you can help him or her solve. Don’t be too technical and try to go for the meeting as soon as possible.

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Topics: Video, B2B Sales

How to get started with content marketing after the summer

Aug 17, 2016

Erika Granath

Did you also spend more time on the beach, catching Pokémons or reading books this summer than you did producing great content for your company? 

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Topics: B2B Marketing

New release: Vainu Analyzer

Aug 9, 2016

Mikko Honkanen

At Vainu we are building the world's most modern company database. All companies' digital footprint is growing fast thanks to many macro trends such as digital communications, social media, big data technology and open APIs provided by governments and other data collectors. Our customers use our Vainu platform on a daily basis to find better leads, to understand their customers better and to find new types of company insights.

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Topics: Press Release, Data Visualization

4 reasons for B2B companies to produce videos

Aug 5, 2016

Erika Granath

We know, video does take some extra time and effort to produce, especially in the beginning. However, the return on investment makes it well worth the sweat.

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Topics: B2B Marketing

Why would I buy anything from you?

Jul 14, 2016

Antti Lehtimäki

So you’re a salesman. Have you ever countered the oh-so-lovely answer to your well-honed pitch: “What’s in it for me? Why would I need this?” Many of us have – even if it should’ve been no-brainer. A match made in heaven.

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Topics: B2B Sales

Future of Marketing - Algorithms will know what content works in real time

Jun 29, 2016

Erika Granath

I work with marketing – today that means that I’ve a responsibility when it comes to producing the material I think my company’s target group finds engaging. It’s also my job to spread our content to this group of people. Soon algorithms might do this job for me.

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Topics: B2B Marketing, Startup, Data

60 seconds to shine

May 25, 2016

Jesse Persoon

Exactly one week ago Vainu attended its first official startup event in the Netherlands, the Startup Competition organized by Dell for Entrepreneurs and The Next Web. Before joining Vainu 2 months ago, I had the honor to work for Dell so of course I was aware of what their event could offer – something that startups like ours truly need.

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Topics: Startup

Finally - the Vainu App for iOS is live!

Apr 20, 2016

Erika Granath

Yes, finally! The Vainu App for iOS is now live. We have been waiting eagerly to release the app to all Vainu users and hope that our users have been waiting as eagerly to be able to swipe through the best prospects at all times.

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Topics: Vainu

Vainu BootCamp - "an intense full body & mind workout"

Apr 18, 2016

Erika Granath

Three intense days in Helsinki! Vainu’s first BootCamp - where 11 new Vainu employees participated and got to know more about Vainu’s history, current situation and visions and plans for the future - took place Monday to Wednesday last week.

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Topics: Recruiting

Finnish Startups Vainu and Leadfeeder up to Boost Lead Generation in the Nordics

Apr 13, 2016

Veera Virintie

Two rapidly growing Finnish tech startups, Vainu and Leadfeeder, today announce an integration that will enable the lead generation companies to provide even better sales insights for their international customers.

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Topics: Lead Generation, Vainu, Press Release

3 reasons why you should get out of your comfort zone and join a startup

Jan 15, 2016

August von Sydow

No one reading this blog can possibly have missed that Vainu is growing like crazy. We are currently looking for new colleagues in almost all positions we have today – as well as a few new ones. Only doubling during 2016 would be a failure for us – we’re looking for more growth!

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Topics: Recruiting, Startup

Vainu goes Amsterdam

Jan 11, 2016

Teele Luga

When people ask me what I do, I often struggle to form a coherent and brief enough answer. The phrases “I’m in sales” or “I work at this Finnish startup Vainu” just don’t seem to cut it. What I’d love to do is give an in-depth presentation, introduce all the team members and present the newest features in the software. Apologies to all my friends whose dinner parties and afternoon coffee table discussions I’ve hijacked.

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Topics: Vainu, Press Release

1 million in sales is a buy-in for the SaaS table

Dec 31, 2015

Pietari Suvanto

Next year will be the first time that percentages really matter for Vainu. After one million in sales, SaaS companies typically start expressing their growth from percentages to headcount. It sounds much better when you say we’ve grown 1000 % this year rather than recruited 25 people. Next year, if we grow only a third of that it means we need to recruit 75 people. That is a whole bunch of people.

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Topics: SaaS

B2B sales and marketing trends in 2016

Dec 14, 2015

Mikko Honkanen

The newest version of our B2B Sales Trends blog series is now out! Take a look at the B2B sales trends in 2018.

The best and most modern organizations have leads flying in from all directions, conversion rates are high and customers referrals are more a rule than an exception. At the same time when slow-moving teams are still figuring out how to create content regularly and how to activate and guide the sales team to the right direction these first-movers operate in a completely different level. As a results of this we expect that there will be several old school Vice Presidents of Sales / Marketing who are forced to step down from their positions as the new generation of digitally skilled talent is claiming their seats in the executive teams.

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Topics: B2B Marketing, B2B Sales

In B2B sales nothing has changed - except everything

Nov 24, 2015

Pietari Suvanto

We have been very active in the Nordic market for a while now. I decided to reflect on a few findings we have made when discussing with sales people and professionals and of course following the social networks. My perception is that lot of people are aware that doing modern business requires modern tools and new methods. But what and how, there’s no clear consensus. Here’s our take:

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Topics: B2B Sales

5 simple things all companies can learn from Slush startups

Nov 12, 2015

Mikko Honkanen

This week Helsinki is the focal point for the global startup community. Slush, the leading Nordic startup event, brings more than 1700 startups and 15.000 attendees together in Helsinki.

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Topics: Startup

Market entry as a service

Nov 4, 2015

Pietari Suvanto

”…So sitting for many hours in a local pub and having our first ”management meeting” (yeah, there’s sarcasm in that) we finally came up to a conclusion what our internal slogan should be – the one that guides us every day we walk in to this sub-rented shed in the suburbs of Helsinki. We came up with the slogan ”It’s about getting things done”. No matter what we decide, we get it done. Now when we are having the software in order our focus is on getting it to the market – and you know what, we have a great tool to help us achieve that!”

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Topics: SaaS, Internationalization

Why it's ideal to join Vainu right now

Oct 13, 2015

Joel Vainiomäki

During the month of September we officially launched our international operations, not only by gaining some of our first international customers, but also by starting to recruit international talent. With this in mind we will start publishing blogs, both in English and Swedish, which will be steered towards our future international customers and employees. This first one will discuss why it's ideal to join the Vainu-journey right now.

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Topics: Recruiting, Startup

Where to focus in start-up?

Aug 4, 2014

Pietari Suvanto

So the long wait has come to an end. For me and Mikko, I would say the wait has been there for years - to start a company of our own. Now it has finally come to something concrete - and can't wait to get it all started. It has been a dream for a decade and the biggest mistake would be not to fail in this but not to take this chance.

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Topics: Startup