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Mikko Luhtava

Still prospecting based on company size, industry and location? You’re behind the curve

Nov 10, 2017

Mikko Luhtava

Look, I get it: You’re used to sales prospecting the traditional way, and with your boss breathing down your neck about your activity numbers, you just want to call through that list of companies and not think twice about it.

The fact of the matter is that those numbers you’re doing will only get you so far. In today’s world, you need to cut through the noise, and the best way to do that is provide personalized value to the person on the other end.

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Topics: Sales Prospecting

High-Quality Outbound Sales Prospecting Should Not Take Hours Out Of Your Day

Aug 14, 2017

Mikko Luhtava

Every Sales Manager has seen the two outbound BDR extremes: those that spend way too much time really understanding a prospect (her favorite football team is probably not relevant to qualifying the meeting), and those who cold call with no research, spraying and praying without a purpose. Depending on your company’s approach and past experience, you’ll probably hate one more than the other — however, both are equally harmful to your bottom line.

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Topics: Sales Prospecting

Building the Perfect SaaS Sales Workflow isn’t Complicated

May 16, 2017

Mikko Luhtava

Books have been written and debates held on what is the best way to run companies’ new business development. And with an increase in the volume of new tools and technologies, the debate seems to get all the more complicated every year.

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Topics: Sales Prospecting, Outbound, B2B Sales

This is How a SaaS Company Should Enter the Nordic Market

Apr 19, 2017

Mikko Luhtava

We’ve seen tons of SaaS companies enter the EMEA market with an office in Dublin, Amsterdam or the UK. But how about the Nordics? With a digital background, widespread use of modern technologies, strong English skills, and the most unicorn startups in the world, the Nordic market should be on every SaaS company’s radar.

Based on our experiences acquiring over 1,100 customers in the Nordics in under three years, here’s our quick guide to taking over the market.

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Topics: B2B, Outbound, Social Media, B2B Sales, Social Selling

STOP Scanning Job Boards For Leads! There's A Better Way

Feb 9, 2017

Mikko Luhtava

Challenge: Staffing firms, recruitment agencies and other companies are looking for companies increasing their head count.

Today: People manually go through LinkedIn, job boards and possibly even career pages of potential companies one by one.

The effective way: Automate the grunt work by using an intelligent aggregator that sifts through millions of data sources to find the leads relevant for your case.

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Topics: B2B, Lead Generation, Sales Prospecting, Vertical Industries

How Staffing Companies Should Be Prospecting to Win More Business

Jan 19, 2017

Mikko Luhtava

Look, generating lists of prospects fitting your target industry, company size and title is easy. But calling blindly through prospect lists with a generic pitch just doesn’t cut the mustard in a crowded space like recruitment and staffing. In those first five seconds of a cold call or first three lines of an email, you’ll have to win that prospect over with a well-informed argument no other sales rep came up with.

You need sales intelligence.

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Topics: B2B, Lead Generation, Sales Prospecting, Vertical Industries