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

Lead Scoring Helps You Win More Sales

Jun 21, 2018

Erika Granath

Tick tock, tick tock, tick tock.

There’s little to no rest in sales. Every week, month or quarter the countdown starts over, and you (or your team) are racing to hit quota against that clock. Time is a commodity in sales. (Like you didn’t know that already.)

There are numerous ways in which you can streamline your sales. One useful way to save time and increase sales is to make sure you’re concentrating on best available leads, and not wasting time on dead-end ones.

But HOW? How can I improve my lead scoring and make sure I prioritize my valuable time on the leads most likely to close now?

Relax, modern technology can do the ground work for you. In this blog post we'll tell you how.

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Topics: Account Scoring

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. It's a simple way to initialize lead scoring schemes.

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: Ideal Customer Profile, Account Scoring

Unlocking the Power of Open Data in Lead Generation and Lead Scoring

Jan 5, 2017

Miikka Jokela

For years, companies have been using historical market information to obtain a detailed view of potential sales prospects. However, these insights can get skewed by one's own biased viewpoint or include rather general qualifications such as revenue size, number of employees or location, which don't actually tell whether or not an organization needs your service now.

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Topics: Account Scoring