Erika Granath

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

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.

Read More

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.

Read More

Topics: Account Insights