How to use Knowledge of a Company’s Tech Stack to Improve Your Sales

May 2, 2017

Erika Granath

You can only reach out to so many prospects per day. And if you pick the wrong ones, you’re going to be wasting your time on leads that won’t benefit you or your company.

Having the right data-points give your sales team the ability to do data-driven decisions and increase its hit rate through the whole sales process.

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Topics: Outbound, Account-Based Marketing, B2B Sales

Creating a Detailed Ideal Customer Profile

Feb 3, 2017

Erika Granath

Are you focusing your sales and marketing resources on the right companies? To be able to answer yes, you need to define your Ideal Customer Profile. It is among the most important things to do to maximize the relevance of your marketing and the results of your sales efforts.

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Topics: Sales Prospecting, Account-Based Marketing, Ideal Customer Profile

6 B2B Sales Trends to Watch in 2017

Dec 15, 2016

Mikko Honkanen

The newest version of our B2B Sales Trends blog series is now out! Take a look at the B2B sales trends in 2018.

B2B sales is quickly transforming, and the main driver of that change is the growing amount of information sales people have at their fingertips. Last year we predicted changes for the year 2016, and now we will do the same for 2017.

During the last couple of years, we've seen a rise in the number of new digital sales models and processes. Both the sales process and the buying process are more digital now. That development, alongside with new technologies, have increased the amount of data and insights sales organizations have about their prospects and customers. Most of the trends we see in 2017 are either directly or indirectly linked to this megatrend.

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Topics: Account-Based Marketing, B2B Sales