Erika Granath

20 Sales Prospecting Tools That Help You Surface the Right Accounts for Your Business

Oct 1, 2018

Erika Granath

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 prospecting platform when looking for new accounts to approach with their offer.

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Topics: Sales Tools, Sales Prospecting

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.

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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.

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Topics: B2B Sales

What Is Company Data and Why Is It Valuable for Salespeople?

Aug 21, 2018

Erika Granath

There's a never-ending supply of information about almost every company in the world available on the web today. That said, big data on companies is of little to no use to you as a salesperson when in its unprocessed state. With the help of technology, you can make sense of haphazard company data and get a better understanding of your target accounts' basic characteristics as well as their more hidden traits, their interests, pain-points and current situation. This information is what we in this article refer to as company data.

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Topics: Company Data

10 Best SALES Intelligence Tools for Prospecting in 2018

Aug 7, 2018

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.

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Topics: Sales Tools

Use Account Insights from Companies' Websites to Find 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 account 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: Account Insights