10 Ways Company Data Elevates Your Sales Prospecting Process

Aug 20, 2019

Erika Granath

In today's hyper-competitive business landscape, a canned sales pitch is more likely to lead to the person on the other side of the line hanging up on you mid-sentence than an encouraging "please, tell me more."

Company data is the solution to fixing poorly targeted sales efforts. When you only connect with companies when there's a data-driven reason to do so, and tailor your messaging according to the prospect’s situation and needs, you'll significantly improve your hit rate in every step of the sales process.

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Topics: Sales Prospecting

Sales Automation: 5 Tactics That Save you Time and Improve Results

Aug 8, 2019

Mikko Luhtava

August is here! We're past the halfway mark in 2019, which means you only have five months left to crush your sales targets.

One way to make your challenge easier is finally taking advantage of sales automation. Automate the repetitive and frustrating parts of sales, so that you can focus on what truly matters: having engaging conversations with your prospects and customers. Stop grinding away at those unnecessarily tedious tasks and let the robots take the wheel.

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Topics: Sales Automation

What is Business to Business Sales: Definition, Strategy and Trends

Jun 17, 2019

Eduardo Alonso

It’s just selling, isn’t it? I’m sure you’ve heard this question a few times after you’ve mentioned you work in business to business sales. Such an assumption makes your eyes roll because business-to-business sales, more commonly known as B2B sales, is a tough field in which salespeople face demanding professional buyers and overzealous decision‑makers.

Yes, business to business sales is just that, sales from one business entity to another, and therefore, requires persuasive communication and strong negotiation skills. However, mastering business-to-business sales is much more than just selling. Due to the complex scope and scale of the business-to-business model, salespeople must achieve a thorough understanding of a prospect’s needs, so they can adopt a consultative role.

Because the way people buy has changed, this is the right moment to review what makes business-to-business selling different, and how technology is changing this way of doing sales.

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Topics: B2B Sales

How to Build a Sales Playbook for the 21st Century

May 27, 2019

Erika Granath

In sports, many teams use a playbook to chart out potential in-game scenarios, outlining the teams' strategies, tricks for avoiding common impediments, and tips for reaching goals smoothly. Similarly, a sales playbook can help sales teams build systematic winning habits and processes.

Integrating sales playbooks into your business strategy ensures better attainment of quota, increased customer retention rates, and improved lead conversion rates.

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Topics: B2B Sales

Total Addressable Market: A Practical Guide to Crunching the Numbers

May 21, 2019

Erika Granath

If you’re an angler, you might be interested to know that the newest estimates say there are about 3,5 trillion fish currently living in the world ocean. If you’re a salesperson, you probably don’t care about things like how many salmons there are in the Pacific Ocean. What you want to know is the number of companies that can be successful with your product or service, and what revenue these potential customers can generate you–your total addressable market.

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Topics: B2B Sales

Perfect Your Sales Script: How to Pen Winning Cold Calling Scripts

May 8, 2019

Erika Granath

Sales calls where salespeople read from generic cold calling scripts convert at an abominable rate: Less than 1 percent. That means if you make 100 calls, you’ll only get one meeting. Unsolicited cold calling sucks for the salespeople but is probably worse for the prospects.

The phrase “always be closing,” popularized in the 1992 film Glengarry Glen Ross has no place in today's world of informed buyers. In 2019, salespeople have to follow a totally different mantra: always be helping.

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Topics: B2B Sales