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6 B2B Sales Trends to Watch in 2018

Nov 20, 2017

Mikko Honkanen

This is already the third time we’ve put the crystal ball on the table to predict the future of B2B sales. In the past, we have accurately predicted the rise of sales automation, artificial intelligence and several other things. There are also trends that we have missed and predictions that didn't quite happen (yet?). Most sales organizations still have their hands full dealing with previous trends, but we're still very excited to announce our six new trend predictions. These are the trends we believe will shape the world of B2B sales in the coming year.

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Topics: B2B Sales

Myth busters: Debunking 7 B2B Sales Myths

Oct 12, 2017

Mikko Honkanen

The Internet — it is the Wild Wild West of information. As anyone who has spent time on the Internet knowns, there are statements delivered as facts that circle the World Wide Web all the time that contain no real facts behind them. People get suckered into believing these statements all the time. We’re all guilty of it.

Over the past year, my colleagues and I have noticed a number of myths present in B2B sales and marketing discussions. Some of them are spread across LinkedIn, others on blog posts. Here are some common B2B sales myths that many people believe in. These are myths that have been pushed by experts in the field and I’d like to analyze them more closely.

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Topics: B2B Sales

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

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

Why is your Ideal Customer Profile so important?

Jul 10, 2017

Erika Granath

As a salesperson, time is your greatest asset; make sure you spend your time wisely on the accounts that are most likely to use your services. In order to do this, you must define your Ideal Customer Profile (ICP) to understand the specific types of companies for your sales team to pursue.

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Topics: B2B Sales

Top 10 Most In-Demand Tech Jobs in the U.S.

Jul 8, 2017

Erika Granath

A new data set reveals the top tech job functions American companies and recruiters are seeking this summer.

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Topics: B2B Sales