Prescriptive Sales - How To Make Purchasing Easy For Your Customers?

Aug 30, 2018

Erika Granath

Networked society has given buyers easy access to more information about endless solutions and purchasing alternatives. Most B2B sellers think this automatically means that their customers are in the driver’s seat – empowered, armed to their teeth with information, and clear about their needs.

Customers, however, seldom see it that way. More information begets more questions, which leads to customers working harder to ensure that they fully understand the requirements and the alternatives of every offer.

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Topics: B2B Sales

Use Account Insights from Technographic data to Supercharge Your Sales

May 3, 2018

Erika Granath

Whether it’s to monitor marketing or to keep track of customers, technology in B2B these days cannot be escaped. The technologies that companies use leave digital footprints, so-called technographic data, that can help you as a salesperson understand their identity or future direction.

The decisions companies make regarding technology can reveal useful account insights on prospects’ intentions, their priorities and the way they want to run their operations. Using technographic data in sales prospecting refers to salespeople’s attempts to better understand their prospects by analyzing their technology stacks. 

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Topics: B2B Sales

4 Must-Knows to Become a Mindful (and Successful) Salesperson

Apr 27, 2018

Erika Granath

When some people imagine sales, they think it’s like the film The Wolf of Wall Street, where people with sharp elbows will do whatever it takes to make the sale. You as a salesperson know this is far from the truth. You don’t have to be a wolf to be a premier salesperson. In fact, you should often be the opposite.

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Topics: B2B Sales

How technology helps salespeople answer the WHEN, HOW and WHAT

Dec 1, 2017

Erika Granath

Yes, there are cases in which the stars align and decisions are made quickly that result in closed deals. Cases where it turns out you’ve reached out with impeccable timing and where decision makers nod enthusiastically at everything you say and cheerfully ask if you have the ability to read their minds or — more specifically — their dreams.

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Topics: B2B Sales

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