Erika Granath

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

Aug 21, 2018

Erika Granath

In this article, we’ll dig deeper into types of company data and analytics. We'll also look at why company data is valuable for sales professionals and go into the details of how you can access comprehensive, real-time company data most effectively.

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Topics: Company Data

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, technographics.

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

Lead Scoring Helps You Win More Sales

Jun 21, 2018

Erika Granath

Tick tock, tick tock, tick tock.

There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.)

There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re concentrating on best available leads, and not wasting time on dead-end ones.

But HOW? How can I improve my lead scoring and make sure I prioritize my valuable time on the leads most likely to close now?

Relax, modern technology can do the ground work for you. In this blog post we'll tell you how.

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Topics: Account Scoring

4 Data-Backed ways to Improve your Outbound Sales Prospecting

Jun 7, 2018

Erika Granath

Sales prospecting based on guesswork is not only tedious but also expensive. Experienced salespeople can expect to spend 7.5 hours of cold calling to get ONE qualified appointment, according to a Baylor University study.

By trusting data instead of your lucky star, you can increase the quality and efficiency of your outbound sales prospecting significantly and improve your call to meeting hit rate. But it can only be done if you have a deep understanding of your Ideal Customer Profile.

To succeed with data-driven outbound sales prospecting, you’ll need a scalable solution for collecting data about your current customers and prospects. Then you’ll have to apply machine learning to it to generate useful insights about the companies. Machine learning, a sub-category of Artificial Intelligence, is basically an enormous correlation engine.

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Topics: Sales Prospecting

How Buying Signals Improve Timing in Sales and Speed up Sales Cycle

Jun 1, 2018

Erika Granath

Nothing is harder to sell around than a prospect unwilling or unready to buy. A company that checks 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. According to HubSpot, as many as 25 percent of the deals that are marked closed-lost are because of timing, or rather, the lack of it.

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Topics: Buying Signals

How Artificial Intelligence Can be Used to Increase Sales

May 24, 2018

Erika Granath

A sales rep’s productivity is easily measured by how many meaningful conversations they have in any given day. It’s possible to spend half as much time on the phone and still close twice the sales. The challenge lies in knowing what accounts to work on, what to say in your messages and the right times to reach out. It so happens that these topics are ones easily tackled with Artificial Intelligence (AI).

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Topics: Sales AI