The Definitive Guide to Sales Prospecting

Apr 1, 2019

Eduardo Alonso

Salespeople and gold miners have a lot in common. No, I don’t mean the tireless ambition, the deep-rooted desire to be successful, and the unstoppable drive for precious minerals. Instead, salespeople and miners share one key activity: prospecting.

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Topics: Sales Prospecting

Prospect vs. Lead vs. Buying Signal

Mar 15, 2019

Miikka Jokela

The terms prospect, lead and buying signal are all well-known to B2B sales professionals, but their differences can be unclear. In part, the reason is that different CRM and marketing automation providers are using the terms in different ways. That's why we feel a clarification between prospect, lead and buying signal, and their roles in sales process, seems appropriate.

Our definition is very close to the framework used by HubSpot among others, and helps unify the conversation within a sales team, and further enhance sales and marketing alignment, or smarketing. Be sure to clarify sales terminology in your sales playbook!

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Topics: Sales Prospecting, Buying Signals

9 Proven Tips to Speed Up Your Sales Cycle

Feb 21, 2019

Radhika Bhangolai

We all know that time is money, and that’s especially true for small businesses. As a matter of fact, 82 percent fail due to cash flow issues. Keep in mind: cash flow is not just about money coming in and out. It’s also about timing. Even if you have a proven product, with too long a sales cycle you might end up experiencing cash flow concerns.

This is why many sales organizations focus on improving their sales cycle speed. They look at each phase of their sales process to check for problems and provide steps for optimization. Their very survival may depend on their ability to decrease the sales cycle length.

In this article, we’ll show how you can boost your sales cycle speed with these 9 proven tips.

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Topics: B2B Sales

The Definitive Guide to Account-Based Marketing

Jan 29, 2019

Eduardo Alonso

Account-Based Marketing (ABM) is the rising star of the B2B world. The rapid surge of marketing and sales tech has pushed forward the development and implementation of ABM at a scale. Left and right, companies are jumping on the ABM train, and they are doing it for a reason. A report from the Information Technology Services Marketing Association found that 84% of companies surveyed said that account-based marketing delivers higher ROI than other types of marketing. It looks like ABM is something worth considering, isn't it?

But what exactly is account-based marketing? And more importantly, is it right for your business?

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Topics: Account-Based Marketing

10 Best Sales Intelligence Tools for Prospecting in 2019

Jan 16, 2019

Erika Granath

Traditional sales prospecting is incomplete in the fast-paced modern era. It ought to be backed up with technologically equipped sales tools that are innovative and futuristic in their orientation.

Sales professionals who rely on sales technology outperform their peers. There's a vast ocean of tools available today that all promise to help salespeople skyrocket their numbers. There are ten sales tools categories that sales professionals should be acquainted with. One of these, sales intelligence, empowers salespeople to organize relevant searches for companies with a specific set of updated data-points.

In this article, we'll go through the fundamentals of sales intelligence and take a closer look at ten vendors that stand out from the crowd.

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Topics: Sales Tools

The Definitive Guide to Account Scoring

Dec 20, 2018

Juuso Helander

This blog acts as a general introduction to account scoring and offers a few ideas on how to build your very own account scoring machine. At the end of the blog, you're provided with an excel template to try out account scoring yourself.

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Topics: Account Scoring