Erika Granath

10 Best Sales Intelligence Tools for Prospecting in 2019

Jan 16, 2019

Erika Granath

There are 10 types of sales tools that are mandatory for salesperson to be acquainted with. One of these, Sales Intelligence Tools, refer 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.

Read More

Topics: Sales Tools

Smartbound - Combining Inbound and Outbound Sales Prospecting

Dec 3, 2018

Erika Granath

During outbound’s period of greatness, the sales department at pretty much every company outnumbered the marketing department by far. As inbound grew stronger, marketing departments did the same and some companies came to only trust inbound activities to drive business to the company.

Today, the fastest growing companies in the world are doing both outbound and inbound, the frontrunners combining these two processes with a strong data-driven approach.

Read More

Topics: Sales Prospecting

These are the Sales Prospecting KPIs Your Business Should Focus On

Nov 1, 2018

Erika Granath

The most successful sales organizations are the ones working systematically. To do that you have to have clearly defined goals, KPIs, and relentlessly measure and monitor how your sales and marketing efforts contribute to help you reach them.

This is why performance sales development teams have well thought out KPIs that are being tracked daily, weekly and monthly.

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.

Read More

Topics: Sales Prospecting

20 Best Sales Prospecting Tools for Finding Future Customers

Oct 1, 2018

Erika Granath

Sales prospecting used to mean purchasing a static lists of prospects from one of the many vendors out there offering these.

In today’s hyper-competitive sales landscape static lists based only on basic firmographics don’t cut it for salespeople who aim for strong sales figures (don’t we all?). High-performers within sales use dynamic data and more data-points provided in a smart sales prospecting platform when looking for new accounts to approach with their offer.

Read More

Topics: Sales Prospecting, Sales Tools

Supercharge Your Inbound Sales Prospecting

Sep 4, 2018

Erika Granath

Often when we talk about sales prospecting we talk about outbound sales prospecting. This is the process of finding new companies that match your Ideal Customer Profile, companies that you should reach out to and try to persuade into becoming your customers.

In this article, we'll instead focus on inbound sales prospecting. Inbound sales prospecting is, simply put, about scrolling through leads that marketing automation workflow provides.

Read More

Topics: Sales Prospecting

Prescriptive Sales - How To Make Purchasing Easy For Your Customers?

Aug 30, 2018

Erika Granath

Networked society has given buyers easy access to more information about endless solutions and purchasing alternatives. Most B2B sellers think this automatically means that their customers are in the driver’s seat – empowered, armed to their teeth with information, and clear about their needs.

Customers, however, seldom see it that way. More information begets more questions, which leads to customers working harder to ensure that they fully understand the requirements and the alternatives of every offer.

Read More

Topics: B2B Sales