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.

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Topics: Sales Prospecting

6 B2B Sales Trends to Watch in 2019

Oct 22, 2018

Mikko Honkanen

Predicting the future trends in B2B sales is becoming an annual tradition here at Vainu. This is already the fourth time when we sat down together and discussed what’s happening in this space. In the previous years, we've accurately predicted the rise of micro-targeting, sales automation and the explosive growth of AI-powered sales tools.

There are also trends that we missed such as conversational marketing which got a lot of coverage in industry blogs this year and was quickly adopted in different parts of the world. This time, it was fairly easy to put together a short list of 15 sales trends but much harder to narrow it down to the list of final six. But here they are:

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Topics: Sales Trends

20 Sales Prospecting Tools That Help You Surface the Right Accounts for Your Business

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.

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Topics: Sales Tools, Sales Prospecting Opens Another New Office - Expands to Copenhagen, Denmark

Sep 19, 2018

Mo Younis

Helsinki, FI - SEPTEMBER 19, 2018 - Vainu, one of the fastest growing Software-as-a-Service (SaaS) companies coming out of the Nordics, will open its first Danish office in Copenhagen in November 2018.

This move will further strengthen Vainu’s position in the Nordics and its commitment to providing Danish clients world-class support, as well as bringing smarter company data to the rest of the Danish market.

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Topics: Press Release

How to Leverage Company Data in Different Customer Segments

Sep 18, 2018

Pietari Suvanto

Customers come in all shapes and sizes. The type of company data you look at and the methods you use to make sense of it should depend on the nature of your business and your ideal customer profile.

When you're about to set up a framework for your data usage, you should first ask yourself about the resources you allocate to acquiring one single customer. Are your sales and marketing resources allocated to dozens, hundreds or thousands of customers or prospects? Depending on the answer, you'll need different types of company data and data analytics methods to improve your total sales.

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Topics: Company Data

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.

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Topics: Sales Prospecting