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9 Types of Sales Automation Your Sales Team Should Be Using

Oct 3, 2017

Erika Granath

Are you one of those sales reps that spend only one-third of your day actually selling? Does the rest of your day go to administrative tasks that could have easily been automated? Or are you managing a team with sales reps that spend hours and hours logging deal-related activity in the CRM system and searching for decks hiding somewhere in an unnamed folder on their computer? Then this article is for you.

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Topics: B2B Sales, Sales Automation

Operation Blacksmith Part 4 - Unlocking value in Barcelona

Sep 20, 2017

Roosa-Maria Manninen

As you might remember from our blog previously, we have an internal development program called Blacksmith. The aim is to shape the talent we have at Vainu and benchmark the way we work with other companies.

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Topics: Recruiting, Vainu

How To Use Online Data To Perfect Your Sales Pitch

Sep 7, 2017

Erika Granath

Buyers are getting smarter. In this modern day and age, with the enormous amount of data readily at their disposal, they’re making smart decisions based on the information.

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Topics: Sales Prospecting

The Complete Guide to Lead Qualification

Aug 28, 2017

Erika Granath

No matter how fantastic your product or service is, it’s not going to be the right fit for every company at every time. Sell strategically by determining which companies you can create value for, and focus your efforts there.

To ensure you are using your time most efficiently, make lead qualification and the discovery call a habit. The discovery call is your opportunity to ask a prospect purposeful questions in order to determine whether it makes sense to invest your time into an account.

In this post, we will highlight the importance of sales qualification, the thought process behind qualifying a lead, and why you shouldn’t be afraid of disqualifying a lead that’s not worth your time. Leverage open data insights through Vainu to supplement this process.

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Topics: Lead Generation

Timing: The Sales Skill That Helps You Bring Your A-game in Business

Aug 17, 2017

Erika Granath

Nothing is harder to sell around than a prospect being unwilling or not ready to buy. A company that ticks every box in your Ideal Customer Profile doesn’t hold weight if the Decision Maker isn’t in a position to sign a deal with you now.

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Topics: Big Data, Sales Prospecting, B2B Sales, Sales Signals

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