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Erika Granath

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

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

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