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Ideal Customer Profile

Mar 2, 2018

Erika Granath

As a salesperson, your most valuable asset is time. It’s better to spend it on a few high-quality prospects than spreading yourself thin processing a large number of poor opportunities.

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Topics: Ideal Customer Profile

How Vainu Helps You Use BANT to Qualify Sales Prospects

Feb 20, 2018

Erika Granath

The qualifying acronym BANT (Budget, Authority, Need, and Timing) that IBM revolutionized sales with over ten years ago has fallen out of favor recently. A significant number of critics argue that BANT's time of greatness has passed as customers now have access to a never-ending amount of information online and often have thought about possible solutions to their problem(s) even before their first interaction with you as a salesperson.

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Topics: Sales Prospecting

Maximize your Marketing Results with Rich Data about Sales Prospects

Feb 9, 2018

Pietari Suvanto

We have been fortunate to have lot of success in Vainu when it comes to sales prospecting, thanks to our own prospecting platform. Our sales teams are able to identify the right prospects at the right time and significantly increase conversion rates. Vainu’s key to growing so fast?

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Topics: B2B Marketing

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 Ways Artificial Intelligence Will Increase Your Sales

Artificial Intelligence (AI) refers to a machine that can complete a task in a smart way, one that was previously performed by humans, and which needed human intelligence.

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Topics: Sales AI

The 90s Called and Wants its Static Prospecting Lists Back

Jan 10, 2018

Erika Granath

Are you still prospecting with static prospecting lists from one of the many list providers out there? If you answered yes, it’s seriously time to step up your game.

I’ll be straight with you: In today’s hyper-competitive sales landscape where consumers are getting smarter and more selective by the minute, static prospecting lists don’t cut it for salespeople who want to reach quota (and don’t we all?).

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Topics: Sales Prospecting