Erika Granath

How to Build a Sales Playbook for the 21st Century

May 27, 2019

Erika Granath

In sports, many teams use a playbook to chart out potential in-game scenarios, outlining the teams' strategies, tricks for avoiding common impediments, and tips for reaching goals smoothly. Similarly, a sales playbook can help sales teams build systematic winning habits and processes.

Integrating sales playbooks into your business strategy ensures better attainment of quota, increased customer retention rates, and improved lead conversion rates.

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Topics: B2B Sales

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

10 Best Sales Intelligence Tools for Prospecting in 2019

Jan 16, 2019

Erika Granath

Traditional sales prospecting is incomplete in the fast-paced modern era. It ought to be backed up with technologically equipped sales tools that are innovative and futuristic in their orientation.

Sales professionals who rely on sales technology outperform their peers. There's a vast ocean of tools available today that all promise to help salespeople skyrocket their numbers. There are ten sales tools categories that sales professionals should be acquainted with. One of these, sales intelligence, empowers salespeople to organize relevant searches for companies with a specific set of updated data-points.

In this article, we'll go through the fundamentals of sales intelligence and take a closer look at ten vendors that stand out from the crowd.

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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.

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Topics: Sales Prospecting