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Mikko Honkanen

Pros and Cons of Sales Prospecting using Insights from Firmographic Data

Apr 3, 2018

Mikko Honkanen

A company’s industry, number of employees or location doesn’t reveal much about its needs and interests. This type of company information is often referred to as firmographics. It has significant value to salespeople who target companies in a specific industry or a chosen size-range as it allows them to quickly filter promising prospects out of a longer list of potential customers. However, firmographic data doesn’t reveal enough details about a company's organization and current situation to help you find those hidden gems you should go after right now.

If you’re a salesperson in forefront you combine firmographics, technographics (data showing a company’s online profile and technical tool-box, etc.) and insights from buying signals when sales prospecting.

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Topics: Sales Prospecting

The History of B2B Sales Prospecting

Feb 1, 2018

Mikko Honkanen

For most companies, there are millions of sales prospects available. For decades, salespeople have struggled to prioritize certain prospects over others.

Fortunately, modern technology makes it easier than ever before to master this challenge. Though it’s taken a long time to reach the point we’re at today, we are now at a point where predictive and prescriptive lead scoring technology can recommend the right companies for you to reach out to, the right time to approach these companies and the right way to get in touch with them.

This article is the first chapter in our ebook: The Ultimate 60-Page Guide to Sales Prospecting. Here we take a look in the rear-view mirror and review the history of B2B sales prospecting.

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Topics: Sales Prospecting

5 Tips for Effectively Scaling an Inside Sales Team

Dec 14, 2017

Mikko Honkanen

Scaling has probably been one of the most rewarding – but also challenging – things I’ve had to do as the co-founder of Vainu. While the rush of bringing on ambitious new team members or opening offices in new countries never gets old, getting to the point where our organization had a process in place for how to scale has been, admittedly, a challenge at times.

Perhaps what is the most important thing to do — and what takes the most precision — is finding that right mix of the right people to help accelerate your company’s growth and carry your vision forward.

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Topics: Recruiting

6 B2B Sales Trends to Watch in 2018

Nov 20, 2017

Mikko Honkanen

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation, artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions. These are the trends we believe will shape the world of B2B sales in the coming year.

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Topics: B2B Sales

Myth busters: Debunking 7 B2B Sales Myths

Oct 12, 2017

Mikko Honkanen

The Internet — it is the Wild Wild West of information. As anyone who has spent time on the Internet knowns, there are statements delivered as facts that circle the World Wide Web all the time that contain no real facts behind them. People get suckered into believing these statements all the time. We’re all guilty of it.

Over the past year, my colleagues and I have noticed a number of myths present in B2B sales and marketing discussions. Some of them are spread across LinkedIn, others on blog posts. Here are some common B2B sales myths that many people believe in. These are myths that have been pushed by experts in the field and I’d like to analyze them more closely.

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Topics: B2B Sales

3 Mistakes Staffing Agencies Make When They Pitch to Prospects

Feb 1, 2017

Mikko Honkanen

All recruiters have received the following cold email:
 
“Hey [insert first name],

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Topics: Sales Prospecting, Vertical Industries